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Growing Revenue Opportunities v ia Innovation & Export April, 2014

Growing Revenue Opportunities v ia Innovation & Export April, 2014. Did You Consider ???. Planned or unplanned, How A re The Opportunities For Export ? Short Term or Strategic - - Reaction or Take Action – how does one look at export opportunities ?

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Growing Revenue Opportunities v ia Innovation & Export April, 2014

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  1. Growing Revenue Opportunities via Innovation & Export April, 2014

  2. Did You Consider ??? • Planned or unplanned, How Are The Opportunities For Export ? • Short Term orStrategic - - Reaction or Take Action – • how does one look at export opportunities ? • Seeking Collaborators ? • Your quest for export success depends on others • U.S. Gov’t – Dept. of Commerce • Financial • Chain of custody WWW.LOUROE.COM

  3. About Us • Founded in 1979 in Van Nuys, CA • Manufacturer – Proprietary • 135+ Products • Design, develop, and commercialize • More than 800,000 Microphones in use • Use distribution channels of warehouse stocking distributors • Exports to 44 Countries • Without significant focus • Exceptions: Canada and Mexico • Through Stateside distribution as well as in-country. WWW.LOUROE.COM

  4. Int’l Sales Objectives • 50% Growth over 2 years (L.A.) • 2011 USD 80K. / 2012 USD 1.2M • 2013 USD 300K. / 2014 USD 2.4M (projection) • Maintain Gross Margin • Burden rate includes market expansion budget • Collateral materials • Commission • FTE & infrastructure • Home office support • T & E / Misc. G&A WWW.LOUROE.COM

  5. Sales & Marketing • Sales • Representative agents • Commission only • Three Levels in Distribution Channel • Stocking Distributors to Integrator • Non-stocking to Integrator • Integrator direct • With assist by Distributor • Project(s) vs. demand mgmt. via inventory and availability WWW.LOUROE.COM

  6. Sales & Marketing • Marketing • Collateral Materials • Trade expositions • Project visitation • Distributor visits • Training / Demonstration • Project technical support • Special product considerations • WT (SWOT) • Overcome cultural barriers • In-Country Presence • Manage financial credit risk • COD, Progress Pay, CC, and Net 30 OAC WWW.LOUROE.COM

  7. Short Term (1-24 MONTHS) • Disciplined Focus: • Prioritizing North American Verticals • Mexico Gateway to L.A. • Canada • Products to export • ALL, as appropriate • Stocking distributors shelve hi-demand hi-turn inventory • Key Factors: • Market Accessibility / Bilingual Acumen / Cultural Sensitivity • Collateral materials in Spanish • Technical Services in Place • Bilingual • Geographic Proximity • Security Market Acceptance on Audio WWW.LOUROE.COM

  8. Mid-Term Exports(25 to 48 months) • Western Europe & Middle East • Identify Distribution Channels • U.S. Department of Commerce • Gold Key • International Trade Administration • Key Consideration Factors • Purchasing Power of Markets • Myriad New Construction • Inclusion of Audio in Security WWW.LOUROE.COM

  9. Long Term Strategy • Markets 2018 and Beyond: R.O.W. • Expansion to new markets will follow success in existing short term export markets • Requests for Quotations • Distribution Channel Management • Staffing requirements • Diversity / Cultural Sensitivity / Language • Collateral Materials / In-country Requirements • Technical Services • Code / Standards / Regulatory oversight WWW.LOUROE.COM

  10. Partners in common cause • U.S. Department of Commerce: • www.doc.gov & http://trade.gov • http://trade.gov/cs • LA Chamber: • http://lachamber.org & http://www.lachamber.com/webpage-directory/global-initiatives/advocacy-council-globalinitiatives/ • District Export Council of So. California • http://www.decsocal.org/ & http://www.decsocal.org/ExportAssistanceForm.html • California Mfg. Technology Consultants • www.CMTC.com & http://www.cmtc.com/exportech WWW.LOUROE.COM

  11. Thanks for Your Auditory Attention WWW.LOUROE.COM

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