International Expansion: A Blueprint for Success

We begin our journey by learning to how quantify the opportunity by country. As part of this process, we introduce a funnel that will help guide you determine what is the realistic market size for your product in a given country.

In this lecture, we look at how a country's economy, infrastructure, regulatory environment, employment policies, tax policy, sales channel and general attitude towards foreign products can impact your decision on whether to enter a certain market.

This lecture focuses on competition, and how it can impact your market entry. We look at the differences between global, regional and local competitors. We also discuss creating a competitive matrix and doing a SWOT analysis.

In this lecture, we discuss the benefits of entering a market with a partner, along with what it takes to ensure it is a successful venture. We also discuss why understanding your industry's ecosystem in the country is important.

When looking to expand internationally, it is always best to have contacts that can offer assistance. After all, you are entering an unknown market. Why not leverage contacts whom you have done business with, to help guide you?

Do not be shy in asking for assistance. You’ll be surprised at how many contacts are willing to share their expertise and lend a hand.

Here is the first checklist. If you would like an Excel version please message me.

In this lecture, we look at the process of entering a market with a local master distributor.

This lecture looks at the value of hiring local agents, or manufacturer's representatives.

In this lecture we look at what you should consider when opening up a sales and support office in a new country.

The complexities of establishing an R&D center in a new country as discussed, along with recommendations for moving forward.

In this lecture we review what you should consider if you elect to license your product or technology to enter a market.

In this lecture, we review what are the major considerations if you seek a joint venture as a market entry strategy.

Here is the second checklist.  If you would like an Excel version please message me.

Our focus in this lecture is finding any unique costs to doing business in the target country, so you can fully model your cost structure.

In this lecture, we look at the unique aspects of creating and managing a sales forecast when dealing with a different culture.

Currency risk is discussed in this lecture. If your revenue and expenses are in different currencies, then your risks are much greater. We also look at currency hedging.

In the cash flow management lecture, we focus on understanding what the payment process is like in a given country.

Here is the third checklist.  If you would like an Excel version please message me.

In this lecture, we provide suggestions for how headquarters can improve visibility and presence in a country.

Localizing sales and support is more than just translating your collateral. In this lecture, we provide the full picture of what it entails to localize your sales and support structure.

In this lecture, we look at all the items in your product that you need to consider localizing when entering a new market.

This lecture focuses on you. What can you do to help your business succeed in the new market you are entering?

Here is the fourth (and final) checklist.  If you would like an Excel version please message me.

Our course has primarily focused on selling a physical product.  What is different if you provide services or sell software?  This lecture looks at the few differences you will need to consider.

All four checklists are combined into one PDF.  If you would like an Excel version please message me.

This list includes some good global trade resources, a link to a website that lists many trade shows by industry by country, along with some in country resource examples (you should Google for similar resources if your target country is not listed).

Thank you for taking this course. I hope you found it to be very helpful and a course that you can refer back to time and time again. I will continue to update and expand this course based on student feedback and suggestions. Business is always evolving and I will try my best to continue enhancing the course. As I continue to conduct business globally, I will add anything new that I learn.