Appendices to CBI Export Planner - crecer

CBI Export Plannerelements of strength in your company for the benefit of the customer’s satisfaction.Those elements, ten in total, are graphically explained by the EFQM model, which willbe shown hereunder when discussing the general corporate analysis.2. Exporting is doing business the hard wayFive out of ten exporters should not export at all.That is quite a statement in the context of this Export Planner. Nevertheless, it is a givenfact that many SME are not capable to actively canvass markets abroad, simply becausethey lack adequate resources.Figure 2.1.1The exporter’s involvementMany ways to make money on customers abroadDegree of involvementThe exporter...… could ask atrader to do hisexporting for him… could invitea prospect tocome andorder EXW… could ask afellow exporterto help or joinin the venture… could doeverythinghimself on hisown risks, costs‘Exporting’ basically comes down to making money on customers abroad (whichaffects the Balance of Trade of both countries of origin and destination),Whatever method the exporter chooses, the entrepreneur will always be anexporter when selling to foreigners (even to tourists). The method could besimple: getting someone else to look after the actual export work. Many SME dothat - justifiably so when they feel that their core competence does not includeinternational marketing and trading. They simply produce, and consider that tobe their primary job.There are many forms to export, each showing a different degree of involvement of theexporter in the actual export activities. Most exporters are only little involved: they arethe subcontractors, the toll-packers, the Cut-Make-Trim garment manufacturers, all ofwhom produce according to their clients’ specifications, preparing the goods forshipment, maybe bringing them to the nearest port - and that ends their export work.Obviously, the requirements for low involvement are less than for high involvement. Thatnotion will influence the way you assess your company on its international tradingability.3. General Quality AssessmentHowever intensive your involvement, whatever you choose to earn your profit, a fewfundamental facilities and skills must be available. You must be able to do your workcorrectly - up to the famous zero-defect level. You know that you can use the ISOmethodologyto reach that level.20 II - The exporting company