ALBRO: EXPORT & MARKETING, INC. export management company & manufacturers sales reps specializing in marketing & selling architectural systems, ornamental metals, railings, handrails, monumental stairs, sanitary partitions, laboratory surfaces, building products, lifting equipment & material handling in USA & Canada, cross border marketing & training programs, and matching distributors with manufacturers & architects. Member of MANA's (Manufacturer's Agent National Association) board of directors District 10 International
   
 

Evaluate you Export Readiness

The first step in the preparation of a marketing plan is to review the internal system under your control. Budgets, brochures, terms & conditions of sales, transport, costing, etc. The second step consists of external factors, such as competition, the actual selection of a channel of distribution or the pricing.

What we are aiming for here is that first step, the internal system under your control. We do not pretend to cover everything, far from it. However, experience has demonstrated many of the following points -some crucial- are often forgotten.

Evaluate your Export-readiness.
Score ONE point for each YES.

Corporate
Are your corporate name, trade marks, patents registered in Canada?
Does your product insurance include Canada?
Have you started preparing a distributor manual?
Brochures, Manuals, Warranties
Are they an exact and complete description of the product you will ship?
Are dimensions, temperatures etc. shown in metric vs. imperial?
Are your MSDS (Material Safety Data Sheets) up to date?
Have you updated/reviewed your warranties?
Are you prepared to eventually make them available in French & English?
User's / Installation manual
Is the proper use of your product well described?
Are limitation factor(s) and specific hazards clearly spelled out?
Are you prepared to eventually make them available in French & English?
Samples, Colour chips
Are they representative of the product that will be delivered?
Do you have a written policy on samples? (giveaway, credit, consignment?)
Are they labelled "Made in your country"?
Licenses, Test reports
Are your test reports complete?
Are the necessary applications (UL, CSA etc) filed?
Advertising (support)
Are you willing to train, spend time with your agent/distributor's salesmen?
Will you develop a support program for your distributors/agents? (velox, video etc)
Have you started a list of potential local exhibitions?
Price List, Terms & Conditions of Sales, Quotation forms
Are your Terms & Conditions of Sales adapted to Canada?
Is there a clause establishing your country as your legal residence?
Are the prices in CDN$?
Are the prices shown FOB Destination?
Are custom & brokerage charges included?
Are the payment terms clearly indicated?
Do you have a clear written policy on return of merchandise?
Representation / Distribution agreement
Do you have a distributor or agents agreement?
Is it adapted to the Canada?
Is there a clause establishing your country as your legal residence?
Communications
Do you have a local representative?
Electronic mail? (more and more necessary)
Custom brokers
Have you consulted with two or three?
Is your personnel familiar with the required documentation?
Transport
Does your carrier have terminals relatively close to your eventual customers?
Have you gone over your packaging method with them?
Now, score 5 points if you can answer these questions (Total of 35 points)
Do you know why all printed matters must have "Printed in your country"?
Do you know why you should not have a Canadian address on your business card?
Does your personnel understand the difference between shipped and delivered?
Why should carriers have their own terminal vs. using another company's?
Do you know what to expect from an agent and/or a distributor?
Do you understand the difference between a unique and an exclusive representative?
Are you familiar with "self-destructive " clause in agents or distributors agreement?

Number of points? ____/(Maximum 70)
 
If you scored:

60 to 70 points
You have a good handle on export. You are probably ready to go to step two of your marketing plan, i.e. go into the market place, meet with end-users, agents and distributors, look at your competition and start establishing relationships.

The development and the support of distribution networks is our specialty. Do not hesitate to contact us, a first meeting -at your place- is absolutely free of charge.

35 to 59 points
A good start, you are on the right track. Get a good grip of what is under your control, perfect your approach before venturing into the market place; "One never has a second chance to make a good first impression". We can help you complete step number one. Do not hesitate to contact us, a first meeting -at your location- is absolutely free of charge.

34 or less
Think your export program through; it is a long term investment. Do not hesitate to contact us, a first meeting -at your location- is absolutely free of charge.

It would be our pleasure to answer the above questions and discuss your particular requirements without any obligation on your part. We would also appreciate receiving any comments you may have concerning this questionnaire.

Thank you for visiting our site.

A.H. (AL) Brosseau, CPMR
Asst. to Customer & Pres.
ALBRO Export & Marketing, Inc.

© ALBRO Export & Marketing, Inc.
4 Hudson Club Rd., Rigaud, QC, J0P 1P0.   Canada
Tel.: 450-451-7777
Internet: http://www.albro.com · E-mail: info at albro.com

© 2002 ALBRO Export & Marketing, Inc. All rights reserved.
No portion may be reproduced without written permission of
ALBRO Export & Marketing, Inc.