Export Planning Institute _II_BPM Joris Leeman©, 2010 Internationalisation of the firm Chapter 1:...
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Transcript of Export Planning Institute _II_BPM Joris Leeman©, 2010 Internationalisation of the firm Chapter 1:...
Export Planning Institute _II_BPM Joris Leeman© , 2010
Internationalisation of the firm
Chapter 1: Introduction
Export PlanningA 10 step approach
Export Planning Institute _II_BPM Joris Leeman© , 2010
JOB PROFILE
Role: Export manager
Responsible for:
• Structuring and managing the Export Policy based upon the business strategy• Development of an Export Plan
• Initiate / set up market surveys• Creating of the operational export / sales - plan• Executing of the operational export/sales – plan
• Communicating with customers and partners• Development and monitoring of export budgets and investment plans• Visiting int‘l customers and partners• Visiting int‘l fairs, congresses and competitors• Leading the export department within own organisation• Financial reporting and performance management
COMPETENCE CARD
Role: analysing, organising, leading and controlling int‘l business funtions within an organisation
• Analysing int‘l markets• Interpretation of market survey data • Strategy development
• Creating support for the Export Policy• Writing Export – and Sales Plan
• Managing (communicating) of export partners, customers and trade shows• Approve and control int‘l budgets• Internal and external negotiation
• Monitoring operational export results
• Travelling and int‘l communication
• Leading and coordinating the Export department
Export ManagerJob profile and required Competences
Export Planning Institute _II_BPM Joris Leeman© , 2010
Export Education (bachelor level)Competence card for ‘Marketing Management’
4.2 Constructing knowledge
4.1 Development of your (educational) career4. Working on own professionalism
Work on yourself
(I)
3.3 Managing projects
3.2 Working together / Collaboration
3.1 Leadership
3. Work in the organisation
2.3 Acting as an entrepreneur
2.2 Translating strategic policy into tactical and operational plans and activities
2.1 Formulating a strategic policy based upon an internal – and external analysis
2. Work from the organisation
Work on the organisation
(we)
1.1 Acquisition and development of customer relationships
1. Working with customers
Work on the customer
relationship(they)
The international Marketer /
Entrepreneur
Export Planning Institute _II_BPM Joris Leeman© , 2010
Export PlanningLearning objectives (learning tasks) Ch. 1
At the end of the chapter you are able to:
1. Understand the market position of countries from an international perspective and know the export development of the leading export nations;
2. Name the drivers within an organisation for export development;
3. Describe the elements which influence the international strategy definition;
4. Explain the Export Planning - process and its 4 phases: export policy, export audit, export plan and export roll-out.
5. Explain the 10 step Export Plan – Model
Export Planning Institute _II_BPM Joris Leeman© , 2010
Source: WTO
Export GrowthExport development of largest nations 1980 - 2007
Export Planning Institute _II_BPM Joris Leeman© , 2010
Source: WTO
Export GrowthExport Development 1980 – 2007 (Export value in $ x 1 bln)
Export Planning Institute _II_BPM Joris Leeman© , 2010
Export PlanningDeveloping market and sourcing ‘Trade blocks’
Export Planning Institute _II_BPM Joris Leeman© , 2010
EXPORT DEVELOPMENT DRIVERS
PERFORMANCE RESULTS
Export DevelopmentElements of influence
Export Planning Institute _II_BPM Joris Leeman© , 2010
Export PolicyInternational strategy definition
Export Planning Institute _II_BPM Joris Leeman© , 2010
7Marketing
mix
Export Planning4 Phases / 10 Steps
Export Planning Institute _II_BPM Joris Leeman© , 2010
Export PlanningChapter review questions (10 min.)
1. What are drivers to internationalise a company?
2. Explain the term internationalisation, export development and export planning.
3. What is the difference, if any, between export policy and export plan?
4. What are the 4 phases of the export planning process?
5. Draw the 10 steps of the export plan – model and explain each step.