Presentation Transcript

1. Suffolk International Trade Group 3rd Meeting June 17th 2010 Waterfront Bar Bistro, Ipswich Export Market Research
2. Suffolk International Trade Group 17th June 2010 Waterfront Bar Bistro, Ipswich Agenda 5pm – 5:30pm Networking 5:30 – 5:35pm Welcome by Jim Fanshawe 5:35 – 5:40pm “How your bank can help your export market research” – Gary Griffiths, Clydesdale Bank 5:40 – 6:00pm “Export Market Research Scheme” – Alice Mamier, British Chambers of Commerce 6:00 – 6:05pm SITG update – Jim Fanshawe

3. Market Research

   Things to help….. Gary Griffiths MIEx Cert ICM Regional Partner – International Trading Business Clydesdale Bank PLC Mobile 07920 823906 Email – gary.griffiths@eu.nabgroup.com
4. The World is a Riskier Place Sanctions Sanctions and embargoes issued by international and supranational authorities, such as the United Nations, OFAC, EU, UKHMT etc &/or dictated by law and/or regulation applicable in the jurisdiction(s) in which the trade/Bank is located Currently 20 in place What’s prohibited – goods, currency etc Restrictions on ‘designated persons’ Continually moving 2 x most significant – Iran & North Korea
5. The World is a Riskier Place Country Risk (political/sovereign risk) Not getting paid due to measures emanating from a Government/Authority Political stability i.e. war, terror, internal violence Social stability Economic stability i.e. confidence in country & its economy Most banks rate countries e.g. High, Medium, Low Risk
6. The World is a Riskier Place Bank Risk Bank which has added its name to a transaction will fail to honour its commitment Examples of failures; BCCI (1991) Barings (1995) Lehman Brothers Over the ten years 1980 to 1989 1,070 American banks failed or required rescue assistance from the Federal Authorities
7. The World is a Riskier Place Information Terms of Trade Payment Method Currency
8. Export Marketing Research Scheme Alice Mamier Export Marketing Research Adviser 17th June 2010
9. Our Purpose
10. It works..... Over 20yrs supporting SMEs 6000 projects £11m grant money £300m additional trade in first year
11. EMRS in your region Met with 140 companies last year Every sector – fashion to construction to automotive, and just about every market.... Helped over 50 companies research new markets Successful case studies.... “The Export Marketing Research Scheme has played a crucial role in our ongoing growth and development……we believe we understand the sensibilities of US buyers and have a detailed understanding of the marketplace thanks to the research we did” (Zettlex Printed Technologies Ltd)
12. Market Presence Single Customer Export Marketing Research The systematic and objective search for, and interpretation of information to develop a market entry strategy for an overseas market
13. The Benefits Take control of export markets Lower risk Save: Money Time Hassle Embarrassment Gain: Negotiation power Confidence Credibility Effective & efficient strategy Respect
14. Approached by interested party Approached by interested party Obtain some information about the market and list of warmed leads Obtain information about several markets for benchmarking Fly out to talk business with some warmed leads Fly out to interview some key fact holders Fly out to talk business with some warmed leads Taking Control Of Potential Markets
15. Planning Desk research Field research Conclusions The Process
16. WHAT? Identify information needed to make those decisions HOW? How to do the research? Purpose for the research – what decisions need to be made about the market? WHY? How marketing research works
17. Export Marketing Research Scheme Free advice Funding
18. Funding Different types of support Published reports - 33% In-house research visit - 50% Market Research Agency – Field Research: 50% Desk Research: 33%
19. Next Steps www.britishchambers.org.uk follow export links to Export Market Research Scheme Call us on 02476-694484 Speak to me today
20. Export Marketing Research Scheme Alice Mamier Export Marketing Research Adviser 17th June 2010
21. Suffolk International Trade Group 17th June 2010 Waterfront Bar Bistro, Ipswich SITG Update Thanks for completing the survey 77% members have been exporting for over 2 years Out of 10 topics suggested these are the most popular topics for future events: HMRC VAT and taxes related to exporting Shipping & Logistics – legal and practical issues Country specific Trade finance Finding, appointing and managing distributors / agents overseas You still have chance to influence this so let me know. 77% are happiest with this time slot.
22. Suffolk International Trade Group 17th June 2010 Waterfront Bar Bistro, Ipswich SITG Update Over 90 members and growing so please spread the word!!! SITG website being created as we speak to feature an open “Ask the expert forum” for members to post and respond to international trade questions an SITG members skills and knowledge database Thanks for coming and keep in touch!