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Strategy Development

Dika Rinakuki

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EXPORT AUDIT

COMPANY AUDIT

MARKET AUDIT

(Market Research / Trade Partner Issues)

BUSINESS ENVIRONTMENT AUDIT

Product Market Combination (PMC)

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Strategy Development

Strategy is : An informed planning and execution process

through which a company delivers against its

vision and shareholder mandate.

Whilst the vision of the company comprises of

what needs to be achieved, strategy is the

how it will be achieved.

Strategy is implemented through tacticalaction plans or operational plans.

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START WITH SOME QUESTIONS :

Who are you going to target ?

What do you want to sell them ?

Where are they located ?

When will you approach them ?

Which are the appropriate target

personnel ?

Why would they want to meet withyou ?

How will you reach them ?

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SOME RELEVANT QUESTIONS in

EXPORT BUSINESS

What are the products that we could export ?

Can the product meet the market requirements ?

Is the company ready ? What are the Market want on that products ?

How are the competitions ?

How to compete in the market ?

Can we meet the demands ? What are the trends in the markets ?

Can we meet the market access requirements ?

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SOME KEY WORDS

products

market requirements

company readyness

market competitions

market demands

market trends

market access requirements

PMC

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SWOT ANALYSIS

The NEED :

To determine where we are strong andwhich weaknesses should be improved

To determine where the opportunities are in

the markets and which countries offer thebest opportunities. Which threats do wesee in those markets and how to deal withthem

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SWOT ANALYSIS

to know who we are

to assess the risk

to make the right

strategic choice

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ANALISA SWOT

Hasil Analisa SWOT

Inventarisasi kekuatan, kelemahan,peluang dan ancaman yang dimiliki.

Inventarisasi kompetitor

Rencana Pengembangan kekuatandan peluang yang dimiliki

Rencana Antisipasi terhadapkelemahan dan ancaman yang ada

Analisa SWOT akan membantu mengenalijati diri dan mempersiapkan diri menghadapipasar

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SWOT ANALYSIS

Strength Weakness

Kekuatan Kelemahan

Opportunity Threat

Peluang Ancaman

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SWOT ANALYSIS

Strengths

Weaknesses

Opportunities

Threats

S & W relates to the company audit and whether the

sector in Indonesia can compete with other

Countries

O & T relates to the market audit

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Strengths & Weaknesses

(Internal / Company Audit)

Objective analysis

Self Assessment

Benchmark

What should beanalyzed ?

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Strengths & Weaknesses

(Internal / Company Audit)

Product (Capacity, Flexibility,Quality, etc.)

Organization (who will dowhat, how does the staffquality)

Company support (financial,

logistic, etc.)

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Opportunities & Threats

(External)How is the

Market ?

Market Analysis

Market

Research

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Which markets provide the bestopportunities for which products?

Reasons why? Which threats do we see in those

markets? (E.g. increasedcompetition, oversupply, stricterregulations, long distance tomarkets)

Opportunities & Threats ?

(External / Market Audit )

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SWOT Analysis (example)

StrengthsW

eaknesses Product quality Lack of export skills

EU certification Financially support

Low cost Volume restrictions

unique variety Distance to market

Opportunities Threats

Growing market Stricter regulations

Growing on Health Financial Crisis in EU

concern

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SWOT ANALYSIS

RESULT who we are (capabilities to export to the

markets

where will we be (target markets in the world)

what we should do (which products: Product

market combination (PMC)

when we should do (timing of market entry)

how we do (market entry strategy)

Market EntryStrategy

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Product strategy

Pricing strategy

Distribution strategy

Promotion strategy

Market EntryStrategy

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Steps to take

ExportAudit

SWOTAnalysis

Market Entry

Strategy

Export Marketing

Plan

ProductPrice

Place

Promotion

Marketing

Mix Strategy

4 P

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Marketing MIX in

MARKET ENTRY STRATEGY

Product

Price

Place

Promotion

Selected Product,

Segment, Positioning

Selected price

Market Target,

Selected Distribution

Channel

Promotional Approachand Tools

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Possibleassignment

Suppose you want to introduceyour products on the German

market. Describe the steps youare going to take to introduce yourproducts on the German market.