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New Market
Exploration
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Targeted business development to open
new international markets. IBS works through
a network of Associates and contacts in over
50 countries, all of whom have successful
business careers and extensive industry
contacts in their home markets. This service
is a cost effective and flexible way to
explore new markets, develop market strategy
and generate new business at the same time. |
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Key customer prospecting to generate
qualified leads.
IBS
GUARANTEES a minimum number of
qualified sales leads. |
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Identification of potential local
partners if applicable. |
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Broad market definition: Major users
groups, buying habits, existing
suppliers, domestic competition,
technical standards, routes to market,
marketing characteristics and pricing
levels. |
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Identification of
Market opportunities with recommended
approach. |
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Market Analysis & Entry Strategy
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For the company
with wider international experience which
has identified a specific need to enter a
new international market. Detailed
country/market analysis, tailored to your
company's customers, products and
resources and with detailed market entry
strategy where appropriate. |
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Detailed market mapping - size, key
players with estimated market share,
technologies and technical standards,
supply chain, political and economic
stability, currency and trade issues,
legal framework. |
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Competition analysis - domestic and
international. |
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Key market
drivers - consumer, environment,
finance, etc. |
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Niche markets -
ground to seize and occupy. |
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Organisational Structure
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Should your international business be structured along
geographical or market lines
- or both? Are your international customers best served by agents,
distributors, strategic alliances or own
resources? This service identifies
the most appropriate and cost effective
international structure and routes to
each market. |
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Objective and independent market/country
assessments to establish what your
customers REALLY need. |
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Industry and competitor profiles by
region/country to identify successful
models. |
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Opportunities for performance
improvement - analysis of markets with
worst profitability, cost structure,
growth and market share with specific
remedial proposals. |
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Partner Search
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Finding the
right partner in each international market
is extremely difficult and not without risk
- getting it wrong costs an inordinate
amount of time, money and lost opportunity
to put it right. Building and maintaining a successful
business relationship is even harder,
requiring a cohesive effort from every level
of the business. IBS'
approach is based on RESULTS: |
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Finding,
interviewing and short-listing agents or
distributors, including appointment and
post-contract induction. IBS
GUARANTEES a minimum number of
short-listed candidates matching an
agreed profile. |
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Key customer
prospecting activity - very important
to feed the new working relationship
from the start. IBS GUARANTEES a minimum number of
qualified sales leads. |
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Joint Ventures for
manufacturing, distribution and/or
service operations. |
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Strategic
alliances - allied industries
supplying the same customer groups or
drawing on the same supply chains.
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International acquisitions - target
search and detailed profiling. |
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Competitive Intelligence
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You probably have fairly good knowledge of
who your global competitors are. But how
much do REALLY know about them? What would
it be worth to have a detailed picture of
their relative strengths and weaknesses? How
does the picture change from region to
region? |
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Detailed financial profile. |
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Organisational structure and
international operations |
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Technological capabilities (including
IPR) and operational performance
indicators. |
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Strategic plans, key people and
management philosophy. |
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