The Market Entry Toolkit

How do you select a foreign market correctly? Is there a way to "grade" a market and compare one country to another? How do you choose the correct way to enter a foreign market? How do you effectively sell in different countries? What are the roadblocks and pitfalls that await you overseas? How do you avoid "losing your shirt" abroad? Many times CEO’s will say: “let’s go to England, because they speak English over there” or “China is the world’s largest market, lets sell there.”China is the world’s largest market for what? There is now a standard to compare one market to another. The importance of WHY a market is selected, HOW it is entered and WHAT other opportunities flow from your choice is relevant and necessary. It is also fundamental to understand the size of the task being undertaken. Firms will essentially “marry” an overseas market. Great amounts of money, time and effort will be required. Often the entire business model will have to change to accommodate the needs abroad.