RESEARCH STEPS:

• Identify the best international markets for your products/services
• Research local markets for competitive products, evaluate potential market size and product need
• Determine local consumption patterns, distribution channels and prices
• Determine the country's transportation structure, work force skills and availability, useful government programs, regulatory environment, business practices and culture
• Decide overall market feasibility, start up costs and pricing
• Develop a market penetration strategy
• Set up your marketing plan
• Find local distributors and resellers to match your needs

CONSIDERATIONS:

• Continued research is essential for continued success. Do initial research before entering your new market then plan for ongoing research linked with your marketing.
• Structure your research project and plan to adjust the focus as you proceed.
• Continually adjust and re-focus research objectives as you proceed. This helps keep the results meaningful and the costs down.
• Remember: primary research can be expensive and time consuming while secondary research can be inexpensive and quick!

PARTNER SEARCH
identify potential:

• agents or distributors
• cross-marketers
• manufacturers under licence
• assembler-distributors
• R&D partners
• customers
• new sources of products
• sources of technology
• acquisition targets

PRIMARY RESEARCH:

• phone calls
• personal visits
• phone, mail and internet surveys
• trade show visits
• focus groups
  

SECONDARY RESEARCH:

• commercial databases
• internet
• printed directories & publications