How to export to Switzerland or Portugal in 6 steps
"The statistics clearly show that firms that export are bigger, more productive, more profitable, and less leveraged than non-exporting firm. They tended to be “high-performing” firms." (Albert Jaeger, IMF)
Save time and money by properly preparing your company to export!
With the 'Export-Passport' in 6 steps for companies seeking to export to Switzerland or Portugal the CCISP gives some support in structuring this process and thereby avoiding useless investments of time and money.
Are you basically ready to export? Make first a self-assessment of your company.
CCISP supports you and will carry out a previous analysis of your general situation and needs that covers the following aspects:
- Company: Registration of the basic data. Who are the responsible people for this project (export team)? Are there enough resources available (export businessplan)?
- Product and production: Prototype or finished (and tested) product? Technical files available? What is the max. production capacity?
- Target Market: Who is the potential client for the product in the target market? What is his profile? What is the smartest way to reach him? How is the target market segmented?
- Sales Strategy: Previous sales history? What are the USP of the products/services? What are the disruptive or innovative elements about the new product?
- Competitor Analysis: Are there other companies in Switzerland or Portugal offering the same products/services.
With the information gathered in STEP 1, the CCISP will evaluate if there are good chances to implement your product/service on the target market.
If needed, additional preparation measures shall be taken, like:
- Extensive market research: When it is not sure that your product/service can convince the target group, a more profound market search gives additional information for a proper evaluation;
- Definition or selection of product/service: If you intend to launch several products/services on the target market, some might be successful and other not. It is therefore necessary to analyse which product can have the highest probability of success;
- Adjustment of the marketing materials to the target market: The business culture on the target market is different from the one in your own market. So one cannot just translate your marketing materials to the other language, but you have to adjust them to comply with the other business culture.
Before a final decision about exporting to Switzerland or Portugal is taken, the CCISP organizes a meeting with the company to inform about the outcome of its evaluation. The aim is to make a recommendation if the planned export of the chosen products/services to Switzerland or Portugal seems to be able to be successful on the target market, by giving an opinion about the inherent risks and the necessary resources the company needs to allocate on this project.
If the outcome is positive to go ahead with the export project, a roadmap can be drawn how the market entry can be determined.
Once the analysis of STEP 1-3 have given the grounds for a positive decision to export, there implementation of this decision should be done by an assessment of the best sales strategy to apply to the target market, namely.
- Sales channels: What are the most indicated sales channels for my product/service? Wholesalers, resellers, specialized shops?
- Trade fairs/Live marketing: Are there any interesting and relevant trade fairs? What is the cost of participation? What partners/suppliers does our company need to be well presented?
- Promotion and advertising: How shall the product/service be advertised? General or specialized communication channels?
- Price definition: What are the prices for comparable products in the target market? Beware of currency risks in the Swiss market!
After having completed the analysis and evaluation, and having defined the marketing strategy, the execution of the export project has to take place.
- Formalities: Preparation of all necessary documents, forms and other bureaucratic requirements requested by the authorities of the target market;
- Comply with all special technical specifications, standardization, packaging and accreditation requirements;
- Protect your assets: Insurances, patents, register own trademarks;
- Transport/logistics: most adequate means of transportation, transport and customs documentation, custom clearance partners;
- Check out also the page “Most common errors in export” of Switzerland Global Enterprise.
Besides the setup of the export procedures, the business development with the client has to be structured in a concerted manner.
- Agree upon the applicable INCOTERMS;
- What are the usual product/service guarantee terms in the market?
- Guarantee the payments: credit/export insurance, definition of payment terms, risk assessment and creditworthiness check of the purchaser/client;
- Implement adequate collection mechanisms;
- Find the right local partners;
- Contact relevant local authorities;
- Seek also for financial support to export: Financial instruments for the international trade, institutional support.
Your company is ready to export!
By going through STEP 1-6 have prepared your organization to export your product/service with a great success potential to the target market.