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Thanks to the successful representation of the market in the supplier-producer-distributor-customer chain, management theory has focused on understanding the dynamics of relationships in a rather schematic way, following the path from the “downstream” chain, a vision allowing to map well the company’s competitive and social context. This approach also has the advantage of identifying direct Read more

A corporate strategy is a complex set of managerial decisions determining, among many factors, the content of the company proposal, customer targets, marketing policies and brand positioning. And clearly a strategy is considered to be winning if it generates growth and profits to the company. However, it is well known that in the general framework, Read more

Many studies and presentations are highlighting and describing to managers and entrepreneurs the list of activities to be carried out to start and successfully develop their path to growth in the international markets. I wrote as well on this subject (Getting ready to export: what to do before you leave). These studies are very effective Read more

Many companies know that before launching an international sales campaign, they have to prepare themselves at the marketing and organizational level, even if they often underestimate the resources that need to be invested to achieve significant growth results (see also ” Getting Ready to Export: What To Do Before You Leave”). Companies that correctly tackle Read more

We know how the physical distances in trade between companies residing in different countries, especially if the geographical (and cultural) distance is significant, inherently generate distrust and a substantial hindering factor in the evaluation of a product or material from a distant market. To help the valuation of traded goods, the practice of sending product Read more

It’s quite common that a small company begins to export randomly, thanks to a personal connection of an entrepreneur living abroad, the passage of a tourist who appreciates the products, the participation in a local fair visited by some international buyers. Even if sometimes this is the start of something that evolves, thanks to the Read more

For those who are looking to foreign markets for the first time or have only sporadically exported, there are many questions that may arise when deciding to take action with a systematic development program. A development abroad enters the company strategy. But where to start? And especially, how? A correct approach is to anticipate the Read more

In a context of highly competitive and increasingly dynamic international markets, companies can find in innovation a key factor for successful growth in foreign markets. Innovation can be pursued through the optimization and reconfiguration of business in areas such as production, distribution, and sales, in order to significantly increase the operational efficiency and marketing effectiveness Read more

The digital revolution has triggered a new way to compete among enterprises, both domestically and internationally. Many entrepreneurs tackle the challenge by publishing a showcase of their business on the web, with a more or less extended degree of digitization of their activities. Even if the impact of digital technologies is stronger in some segments Read more

Let’s say a company has never exported before, and it would like to start. Or, maybe, it has a few customers in foreign markets, but the sales are sporadic and insignificant. But now it has decided to act and fully commit to organizing its exports in a strategic way. Let’s say that the company has Read more

Intermediaries stake their economic claim by serving a vital role in between the producers and consumers of a product. Although at first impression they may appear as simple transmittors who make profits on the interchange between consumer and producers, they often bring notable added value to the supply chain. For example, intermediatries provide post sales Read more