Comment gérez-vous les risques et les coûts de l’exportation?

In my experience, I've found that conducting a comprehensive export readiness assessment is a must for all beginner companies contemplating the idea of exporting their goods or services to new markets. It involves a deep diagnosis of the company's status, assessing its chances of succeeding or facing challenges in this new endeavour of exporting.

From my experience, and specifically for SME's , it is a balancing act at the end of the day. Don t go too soon, without having the right structure and processes in place, but don t wait to long or you will be playing catchup for a long time. I agree that ERA can be a great help in preparing and identifying where you are lacking , but nothing beats reaching out to stakeholders in target markets and leveraging their strengths there to assist you.

The first analysis any company must consider in getting into the international arena is how much financial, operational and human resources can be spared to sustain such a venture, which can take several years before being profitable. After that, the company must go through an ERA process.

To determine if your business is ready to export internationally you can do your own export readiness assessment. Prepare product and pricing varieties and options respectively, register your business in your country, acquire bank account, get enlisted in business associations locally, then set clear and achievable export objectives. Develop an Export Plan. Understand your service USPs (unique selling points) in export markets. Then, Happy Export selling!

1. Risk Assessment: Identify potential risks such as political instability, currency fluctuations, and regulatory changes. 2. Diversification: Spread export activities across multiple markets to minimize risk exposure. 3. Insurance Coverage: Obtain appropriate insurance policies to mitigate financial losses due to unforeseen events. 4. Compliance: Ensure compliance with export regulations and customs requirements to avoid penalties. 5. Cost Control: Monitor and optimize expenses related to transportation, logistics, and customs duties. 6. Contractual Protection: Establish clear terms and conditions with customers and partners to mitigate contractual risks.

From my experience, having a clear and detailed entry strategy can make or break a companies success in exporting, specially in specific geographies. With SME S there is a temptation of simply doing what everyone is doing but that is not the best course of action for most situations. So look at "why are we going", "where will you play" and "how will you win" to understand after if you have what you need internally and externally.

Assess export potential, conduct concise market research, and devise a robust entry strategy. Use diverse sources to understand market dynamics. Let these insights shape a clear entry strategy, covering objectives, positioning, pricing, distribution, promotion, and evaluation.

Managing the risks and costs of exporting involves several strategies: ✓ Market Research: Understand the target market's demand, competition, and regulations. This helps mitigate the risk of poor market fit and compliance issues. ✓ Legal and Regulatory Compliance: Ensure adherence to local laws, export controls, and international trade agreements to avoid legal complications. ✓ Logistics Management: Choose reliable shipping partners and understand the logistics involved to minimize delays and additional costs. By implementing these strategies, businesses can better navigate the complexities of exporting and minimize associated risks and costs.

No hay mejor conocimiento que una visita al mercado para ver los tipos de productos, precios y canales de venta y así poder diseñar mejor la estrategia.

Comprehensive market research is essential to understand demand, competition, and regulatory requirements in target export markets. Study local consumer behavior, economic conditions, and cultural nuances to tailor products and services accordingly. Develop an entry strategy, which could involve direct exporting, partnering with local distributors, or establishing a joint venture. Selecting the right market entry mode can significantly reduce the risks and costs associated with exporting. Having a well-researched plan ensures smoother market penetration and maximizes the chances of long-term success.

Remember the "PESTEL" analysis/framework for mitigating external risks: Political Economic Social Technological Environmental Legal Each of these factors is critical to exporting in an ethical manner.

In my experience, exporting involves various risks such as political, economic, legal, cultural, financial, and operational challenges. To safeguard your business and reputation, assess and manage these risks by diversifying markets, conducting due diligence, using secure payment methods, obtaining export insurance, and ensuring compliance with target market laws. Additionally, a PESTEL analysis is a valuable tool for a comprehensive examination of external factors impacting your international business.

Before exporting products to a new market, businesses should research and understand the political, economic, social, and cultural factors that could affect their operations. Your international sales plan must include a risk management section that identifies potential risks, outlines strategies for mitigating, and considers contingency plans for unexpected events. The steps mentioned above are necessary for the success of the plan

To build on the merits of PESTEL, it's an excellent guide for weighing potential challenges and opportunities in your business, and whether adjustments in business strategy are required.

Not all risks are equal and nor should we let them affect our export strategy in the same scale. From my experience I would add that not only identifying possible risks but also Assess the Impact and Likelihood of those occurrences. Impact, meaning how much will it affect on a scale high, medium, low and in the same scale but what is the Likelihood of the risk happening.

Other two actions that a company can take is: 1. Use technology to help businesses automate processes, reduce errors, and improve efficiency. 2. Minimize currency exchange risk

In exporting, substantial costs like transportation, customs, tariffs, taxes, packaging, marketing, and compliance must be optimized for profitability and competitiveness. Negotiate favorable contracts with suppliers, logistics providers, and intermediaries to reduce overhead. Explore government grants and incentives to offset expenses. Leverage free trade agreements for lower tariffs. Adapting products or services to local preferences minimizes unnecessary modifications. Successful exporting demands careful planning, research, and management.

To optimize costs while exporting goods, a company should streamline logistics by consolidating shipments and selecting cost-effective transportation modes. Negotiating favorable rates with shipping providers and leveraging technology for efficient operations is crucial. Accurate documentation prevents delays and penalties, while utilizing free trade agreements and tax incentives reduces costs. For services, optimizing delivery through digital platforms and outsourcing can significantly cut expenses. Implementing a robust management system ensures precise demand forecasting and risk mitigation. Teaming up with local partners and continuously monitoring market conditions enhances adaptability and cost-efficiency for both goods and services.

Definitivamente los tratados de libre comercio ayudan mucho en llegar más competitivos a ciertos mercados donde tengamos preferencias. Así también evaluar la incidencia del flete vs el valor del producto nos da una clara idea de una tener más competitividad. Normalmente se prefiere contenedores de 40 pies que los de 20 dado que por un poco más de flete puedes tener el doble de volumen.

Optimizing costs is critical when exporting, as international operations often introduce additional expenses like shipping, tariffs, and taxes. To manage these costs, explore options such as negotiating bulk shipping rates, leveraging free trade agreements, and outsourcing certain operations to reduce overhead. Evaluate your product pricing to account for local market conditions, competition, and logistical expenses. Investing in efficient supply chain management systems also helps streamline processes and reduce waste. Cost optimization ensures profitability while remaining competitive in foreign markets.

The future of cost optimization for exporting involves several key trends and technologies. Digital platforms and automation will streamline logistics and supply chain management, reducing errors and improving efficiency. Advanced data analytics and AI will enable precise demand forecasting and inventory management, minimizing excess stock and associated costs. Blockchain technology will enhance transparency and security in transactions, reducing fraud and costs. E-commerce platforms can expand market reach and lower marketing expenses. Additionally, digital trade solutions will facilitate faster and cheaper financing options. Overall, integrating digital assets will lead to smarter, more efficient, and cost-effective exporting practices.

Beyond the above steps, it’s vital to focus on compliance, local partnerships, and scalability. Compliance with both domestic export laws and foreign regulations is crucial to avoid legal penalties and delays. Building strong local partnerships—whether with distributors, agents, or logistics providers—can help mitigate risks by leveraging in-market expertise. Additionally, ensure your supply chain and production capabilities can scale to meet increased demand as you enter new markets. Finally, adapting marketing and communication strategies to local cultures will ensure better reception of your products or services.