Winning Export Market Entry Program

A three-stage engagement program designed so each participating company completes a draft Winning Export Market Entry plan tailored to their needs. This workshop is a fast track consulting and training process, leveraging the skill and expertise of the facilitator and other participants in the workshop.

This program covers the following topics:

What market should participants enter - How to prioritise what markets to enter using the Market Opportunity Index

Who to target and why - How should participants assess brand and product positioning to ensure they have a compelling and differentiated proposition for their target consumer

What's the hero - How participants should develop and market their brand(s) and product (s) hero range, which is the optimal range of products and services necessary to create a sustainable market entry position

How to enter - Use market entry models to determine the best way for participants to enter their priority market.

Where to place product(s) - This includes customer and channel engagement, getting product on the shelf, winning customer pitches, generating demand and winning brand activation.

This program will increase the capability and competitiveness of Australian food and beverage companies in export markets. At the completion of the program, participants will have:

Identified their priority market using their initial export entry plan.

Profiled their target consumer and the competition to determine what differentiates their offering within their priority market.

Decided what products to export in their current domestic range.

Developed an appropriate market entry model for their priority export country.

Developed and practiced the customer pitch proposition for meeting a buyer or distributor.

Identified a draft consumer activation plan to gain range and market penetration.

Each participant will take away an electronic export plan template that they develop in the workshop, incorporating an action plan for post-program validation. Participants will also have the opportunity to have a follow-up mentoring session with their presenting associate to help optimise the plan utilising tools learnt in the program.

Australian food and beverage companies that attend the workshop will have a market-focused plan that they can validate in-market through FIAL programs, trade delegations and other industry-led events, as well as through their own fact finding missions. This program will put participants ahead of their competition, reduce the risk of failure and potentially save money.

A pre-requisite for participating in this program is attendance of the Are Your Ready For Export Workshop.