How to Grow Internationally MeetUp_Investni_A.Dalton_220512

1. Wednesday, 18 May 2022
Approaching new markets for
growth
Amy Dalton, Regional Director Benelux, Invest Northern Ireland

2. 2 18/05/2022
Invest Northern Ireland – Who are we?
The region's economic development agency, responsible
for promoting trade and investment opportunities.
Our services help potential and existing investors flourish
and connect trading partners with suppliers.
www.investni.com/international/europe

3. 3 18/05/2022
Agenda
Why should you consider exporting/ growing your international
reach?
How should you consider exporting/ growing your international
reach?
What do you need to consider and action to export/ grow your
international reach?
Supports

4. 4 18/05/2022
Why should you consider exporting/ growing your
international reach?
Sales growth
Stimulate creativity & innovation in your business
Enhance your company brand & market positioning
Enhance the resilience and reduce the risk to your business

5. 5 18/05/2022
How should you consider exporting/ growing your international
reach?
Exporting and international growth isn't an add-on
Make sure you have developed a planned approach and go-to-
market strategy
Spend time and money planning, researching market opportunities
and building relationships
Exporting is a way of growing a successful business

6. 6 18/05/2022
What do you need to consider and do to export/ grow your
international reach?
Where you are
in your export/
international
growth journey
What your
plan and next
steps should
be
Support needed
to build skills
Do a health check!

7. 7 18/05/2022
Consider the following in your planning and market research:
Target market(s)
Pitch optimisation, social
media and awareness
building
Potential customer(s)
and value proposition
(communicate around
their needs, not yours)
Your competitor(s)
Relevant pricing structure
(test the market)
Appropriate sales channels/
client acquisition
Legal/regulatory
considerations

8. 8 18/05/2022
Do you have the skills in your business to target and pursue
sales outside your home market?
Do you have the necessary resources such as people,
production capacity and time to commit to selling outside your
home market and to respond to additional demand for your
product/service?
Do you have the necessary funds to undertake export activity?
Other points to consider:

9. 9 18/05/2022
Planning & Strategy
Checklist
 Do you have a well-defined export strategy and a
thorough plan? How will you start exporting, and how
will you develop your export business?
 Do you have the resources you need to carry out your
plan, eg finances, personnel, production?
 How will you build your export skills?
 How much do you expect to invest, and what return do
you expect?
 Are you committed to exporting? Have all the key
people in your business agreed?
Marketing
 Do you know what markets you will target?
 How much research have you done into your target market?
Do you understand the business culture and legal
environment?
 What is the market for your product? Who are you
competing against and what do they offer?
 Will your product need to be modified to meet local
regulations or customer requirements?
 How will you position your product? What price will you
charge? What currency will you price and sell your products
in?
 How will you market and promote your product? What
distribution channels will you use?
Procedure
 What contracts will you aim to negotiate?
 What payment method and terms will you offer? Do you have the skills to handle
any specialist methods such as letters of credit? Will you require a foreign
currency bank account or accounting software that can handle foreign currency
transactions?
 How will you transport your products? Will you use a freight forwarder?
 Have you identified all the costs, such as transport, insurance, duties and taxes?
Will your export business be profitable after taking these into account?

10. 10 18/05/2022
Supports
Hub.brussels/ AWEX/ FIT depending on location in Belgium
(business intelligence, missions, export opportunities, skills,
content)
Chambers of Commerce e.g. BECI, VOKA, EEN
Invest NI (and similar) for establishing local in-market
presence and trade onwards
Events/ conferences/ missions (education and feedback)
Sector hubs/ ecosystems/ affiliate programmes(mentorship)

11. Wednesday, 18 May 2022
Thank you