Barriers for new exporters• Lack of experience / knowledge• Lack of market information• Lack of customer contacts• Lack of references• Lack of distribution channels• Skill & Financial investments high• Lack of company image• Low production volume /large export

volume• Counteractions from the competitors• Buyer resistance to change supplier

By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

Barriers for new exporters, cont.

• Customs, taxation, regulations• Documentation costs• Different standards• Currency - costs and risks• Financing needs and costs• Long payment time, risks• Communication problems, language, distance• Cultural differences• “Negative” imago, unknown foreign company• Political and social differences• Legislative differences

By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

Some public info sources &

internet

• Own/Foreign Embassies / Consulates => “Trade”

• Foreign trade associations (Finpro)• University libraries• Research institutes (VTT, ETLA, VATT)• Statistic centres (EU, OECD, UN, WB)• Custom (HS, SITC, CN)• Patent offices• Product acceptance authorities (SFS)• Other authorities (Tekes)• Company registries and stock exchange• Camber of commerce• Branch unions (TT, MET, RTT)• Commercial representative offices• International organisations (OECD, UN,

UNCTAD, IMF, WTO, NAFTA, ASEAN)• Banks (WB, EBRD, ADB, EIB, NIB, NEFCO)• Training institutes (Fintra)

By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

Some commercial info sources

• Media companies• Market information brokers• Media monitoring services• Marketing research services• Banks and investment banks• Market information banks• Market information services for

branches• Market information services for

customers• Credit information companies• Company catalogues• Publishers• Consultants• Training institutes

By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

1) Desk study …at home

• Company’s own sources …(80/20)…

• Public sources• Commercial sources• Expert interviews in home country• Inquiries from home country• Analysing the material• Preparing the field study

By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

2) Field study• Acquiring info, literature etc.

– public/commercial sources, B2B networks

• Expert interviews in/of target market– commercial companies, own country

companies, partners, own activity, leisure clubs = lions, rotary, expatriate clubs…

• Observations– shows, fairs, conferences, shops, customers

• On site research– market research, P2P interviews

By courtesy of: Dir. Matti Tervaskanto / Noptel Oy

Business intelligence cycle

Definition ofrequired info

Systematic andeffective acquisition

Delivery todecision makers

Analysis

Interpretation and conclusion

Screening of essentialinformation

Businessenvironment

By courtesy of: Dir Matti Tervaskanto / Noptel Oy

Non-balance of the quantity and value of info

Quantity Value

Own Contact network

Public sources

By courtesy of: Dir Matti Tervaskanto / Noptel Oy

Time ====== …”80/20”…