EXPORT READINESS CHECKER

Test your exp ort r eadin ess in less than 5 minut es.
CBI's export r eadiness checker c ons ists of 15 quest ions. You will get t he imm ediat e r esults
on- line after c omplet ing t he t est. Pleas e bear in mind t hat it is a t est and not an official audit.
The t est r es ults c an guide you in f ine-tu ning c ertain as pects f or your European market
pr eparation. Explanat ions, r ec omm end at ions and hyperlinks ar e pr ovided f or f urt her
pr eparation. No r ights c an be derived fr om c omplet ing the t est s ucc essf ully. Howev er, it may
be a st epping st one t o c ompleting the off ic ial CBI audit.

Step 1
Step 2
Step 3
Step 4
Principio del formulario

R es u lt s

1
Mot ivat ion
My orga nisation w ants t o export t o We st European mar kets beca use

It enables us t o obt ain f or eign c urr enc y f or equipm ent invest ment
The c ompetition in the loc al and r egion al mark ets becomes very t ough
The W est European mark ets have s uch demand and s pending power t hat pr of it levels ar e
muc h higher
Our domest ic and r egi onal mark et positions ar e s olid and int er nationalis at ion will improv e our
overall c omp et it iveness

2
Analy sis
We t hink w e w ill be successful in t he We st Europea n mar kets bec ause

W e have mad e an ass ess ment of our int er nal or ganisation and t he W est Europ ean mark et
environment
The lab our c osts in our c ountry ar e ver y low
W e have r ec eiv ed a number of demands fr om western c ompani es t o s end in s amples
W e ar e f lexible enough t o pr oduc e lar ge quant it ies at buyers s pec if ic at ions

Mar ket inf or mation

We t hi nk w e can anticipate t he buying behaviour in West Eur opean market s because

W e understand it thr ough the us e of TV and int er nat ional mag azines
W e cons ider it in line wit h our r out ine exp er ienc e in the domest ic market
W e plan t o k eep updated on t he tr ends by mak ing r eg ular vis its t o the mark ets
W e conduct s yst ematic r es earch t hr ough Int er net and r elevant European tr ad e public at ions

4
Mar ket inf or mation
We believe t hat w hen We st Euro pean industr ies w ant to outsourc e prod uct ion cap acity,
t he main cr it er ion f or choosing a supplier is
To have a tr ac eable quality man agem ent s yst em in plac e
To dem onstr at e r eliabilit y t hr ough a tr ack r ec or d with long st anding c ust omer r elat ions hips
To hav e c ompatible pr oduct ion and administr at ive pr oc ess es and a low t ot al c ost of ownership
To h av e a c om p et it i v e pr ic e- p er fo r m an c e r at io

5
Competitor assessment
Our perceived position r egarding our compet itor s is

W e know t he c ountr ies wit h which we have t o c ompete, but r ealiz e we do not k now ev er ything
W e know our main domest ic and int er nat ion al c ompetitors
W e know our main domest ic and int er nat ion al c ompetitors, as well as t heir str engths and
weak ness es
W e ar e not worried ab out the c ompetition

6
Obj ectiv es
Our object ives for int er nat ionalisat ion ar e

To develop a str ong position in a niche mark et

To develop a f ew long t erm partners hips
To make higher pr of it t han in t he loc al market
To r educe our depend enc e on t he volatile ec on omy of the hom e mark et

Plan
Our export planni ng is

Carr ied out on an ad hoc bas is

B as ed on a c om p e t it i v e an al y s i s
Bas ed on a c ompetitive analys is and tr ans lat ed int o an oper at ional Market ing Activit ies Plan
(MAP)
Bas ed on a c ompetitive analys is, tr ans lat ed int o a MAP, implement ed and monit or ed, inc luding
budget c ontr ol

8
Product deve lopm ent
Our product development is

Init iat ed by t he engineering department

Limited s inc e we have a tr adit ion al well r ec ognized pr oduct ( line)
Bas ed on buyer specif ic at ions
Bas ed on purc has ing trends and cust omer s at isf act ion ass ess ment

9
Organisat ion
The export activities ar e

Manag ed dir ect ly by t he gener al man ager who c an s pend betwe en 10 and 20 perc ent of his
time t o t hat t ask
Manag ed by t he market ing manag er who alloc at es 25-50% of his t ime t o int er national
m ar k e t i n g
Managed by a dedic ated exp ort man ager
Pick ed up by whoev er has t ime avail abl e at t hat mom ent

10
Human resources
Our employ ees
Get a s al ary t hat is in acc ordanc e wit h at least t he legally s et minimum wage st andard and
overtime paid acc or ding t o labour law
Ar e s k i lf u l an d l ow c os t w h ic h m a k es us c om p e t it i v e i n t er n at i o n a ll y
Do not st ay long with t he c ompany
Rec eiv e a pr emium s al ar y and tr aining pr ogr amm es t o devel op pr of ess ional and s oc ial sk ills

11
Human resources
Our export market ing team is f ormed on t he basis of

Af f in it y w it h ot h e r c u lt ur es
Mark et ing diplomas and the willingness t o tr avel
Communic at ion skills and c os mopolitan attitude
Int er nation al market ing experienc e and t he c ap ability t o r epr es ent our c ompany in f or eign
business cultures

12
Financial reso urces
To finance our exp ort vent ure

W e will k eep our investm ents in line wit h t he expect ed yields of t he first tr ans act ions
W e have plann ed and r es er ved an amount t o c over expens es f or the f irst two years
W e have s ome c as h in the bank
W e will c ont act t he banks wher e we c an avail of a loan

13
Quality managem ent
Our quality sy stem is based on

Check ing of t he pr oducts befor e shipping

ISO 9000 c ert if ic at ion and c ont inuous perfor manc e improvem ent
Systematic monitor ing of different as pects of t he pr oduct ion pr oc ess
A qualit y plan, which inc ludes st aff tr aining, st andardized pr oc edures and quality ass essm ent
of sup pliers

14
Mar ket entry r egulat ions
Our r esponse to t he incr easing int er nat ional market entry r egulat ions is

Our pr oducts c omply with t he r el evant st andards and legis lat ion in the European Union
Th e pr ot ec t i on i s t m e a s u r es of t h e W est er n gov er nme n t s ar e dis c r iminat or y and h av e t o be
turn ed back in t he W TO
W e ar e aware of the r egulations and acknowl edge t hat we need pr of ess ional or import ers
advic e t o meet t he r equir ements

W e have documented pr oof t hat we ar e in t he pr oc ess of meet ing the minimum st andards
and/or obt aining appropriate c ert if ic ation

15
M ar k et e nt r y a ct iv it i e s
Our experience w it h mark et entry act ivit ies in t he European market is

W e have participat ed in a tr ade mission t o W est Europ e

W e have participat ed in a r elev ant tr ade f air in W est er n Eur op e
W e have not yet part ic ipated in any r el ev ant W est European tr ade f air or tr ade mission
W e have vis it ed a r elev ant W est Europ ean tr ade f air before

Final del formulario

PREVIOUS STEP
NEXT STEP
RESULTS

Competitor assessment
Our perceived position r egarding our compet itor s is

W e know t he c ountr ies wit h which we have t o c ompete, but r ealiz e we do not k now ev er ything
W e know our main domest ic and int er nat ion al c ompetitors
W e know our main domest ic and int er nat ion al c ompetitors, as well as t heir str engths and
weak ness es
W e ar e not worried ab out the c ompetition

6
Obj ectiv es
Our object ives for int er nat ionalisat ion ar e

To develop a str ong position in a niche mark et

To develop a f ew long t erm partners hips
To make higher pr of it t han in t he loc al market
To r educe our depend enc e on t he volatile ec on omy of the hom e mark et

7
Plan
Our export planni ng is

Carr ied out on an ad hoc bas is

B as ed on a c om p e t it i v e an al y s i s
Bas ed on a c ompetitive analys is and tr ans lat ed int o an oper at ional Market ing Activit ies Plan
(MAP)
Bas ed on a c ompetitive analys is, tr ans lat ed int o a MAP, implement ed and monit or ed, inc luding
budget c ontr ol

8
Product deve lopm ent
Our product development is

Init iat ed by t he engineering department

Limited s inc e we have a tr adit ion al well r ec ognized pr oduct ( line)
Bas ed on buyer specif ic at ions
Bas ed on purc has ing trends and cust omer s at isf act ion ass ess ment

9
Organisat ion
The export activities ar e

Manag ed dir ect ly by t he gener al man ager who c an s pend betwe en 10 and 20 perc ent of his
time t o t hat t ask
Manag ed by t he market ing manag er who alloc at es 25-50% of his t ime t o int er national
m ar k e t i n g
Managed by a dedic ated exp ort man ager
Pick ed up by whoev er has t ime avail abl e at t hat mom ent

10
Human resources
Our employ ees

Get a s al ary t hat is in acc ordanc e wit h at least t he legally s et minimum wage st andard and
overtime paid acc or ding t o labour law
Ar e s k i lf u l an d l ow c os t w h ic h m a k es us c om p e t it i v e i n t er n at i o n a ll y
Do not st ay long with t he c ompany
Rec eiv e a pr emium s al ar y and tr aining pr ogr amm es t o devel op pr of ess ional and s oc ial sk ills

11
Human resources
Our export market ing team is f ormed on t he basis of

Af f in it y w it h ot h e r c u lt ur es
Mark et ing diplomas and the willingness t o tr avel
Communic at ion skills and c os mopolitan attitude
Int er nation al market ing experienc e and t he c ap ability t o r epr es ent our c ompany in f or eign
business cultures

12
Financial reso urces
To finance our exp ort vent ure

W e will k eep our investm ents in line wit h t he expect ed yields of t he first tr ans act ions
W e have plann ed and r es er ved an amount t o c over expens es f or the f irst two years
W e have s ome c as h in the bank
W e will c ont act t he banks wher e we c an avail of a loan

13
Quality managem ent
Our quality sy stem is based on

Check ing of t he pr oducts befor e shipping

ISO 9000 c ert if ic at ion and c ont inuous perfor manc e improvem ent
Systematic monitor ing of different as pects of t he pr oduct ion pr oc ess
A qualit y plan, which inc ludes st aff tr aining, st andardized pr oc edures and quality ass essm ent
of sup pliers

14
Mar ket entry r egulat ions
Our r esponse to t he incr easing int er nat ional market entry r egulat ions is
Our pr oducts c omply with t he r el evant st andards and legis lat ion in the European Union
Th e pr ot ec t i on i s t m e a s u r es of t h e W est er n gov er nme n t s ar e dis c r iminat or y and h av e t o be
turn ed back in t he W TO
W e ar e aware of the r egulations and acknowl edge t hat we need pr of ess ional or import ers
advic e t o meet t he r equir ements
W e have documented pr oof t hat we ar e in t he pr oc ess of meet ing the minimum st andards
and/or obt aining appropriate c ert if ic ation

15
M ar k et e nt r y a ct iv it i e s

Our experience w it h mark et entry act ivit ies in t he European market is

W e have participat ed in a tr ade mission t o W est Europ e

W e have participat ed in a r elev ant tr ade f air in W est er n Eur op e
W e have not yet part ic ipated in any r el ev ant W est European tr ade f air or tr ade mission
W e have vis it ed a r elev ant W est Europ ean tr ade f air before
Principio del formulario

Organisat ion
The export activities ar e
Manag ed dir ect ly by t he gener al man ager who c an s pend betwe en 10 and 20 perc ent of his
time t o t hat t ask
Manag ed by t he market ing manag er who alloc at es 25-50% of his t ime t o int er national
m ar k e t i n g
Managed by a dedic ated exp ort man ager
Pick ed up by whoev er has t ime avail abl e at t hat mom ent

10
Human resources
Our employ ees

Get a s al ary t hat is in acc ordanc e wit h at least t he legally s et minimum wage st andard and
overtime paid acc or ding t o labour law
Ar e s k i lf u l an d l ow c os t w h ic h m a k es us c om p e t it i v e i n t er n at i o n a ll y
Do not st ay long with t he c ompany
Rec eiv e a pr emium s al ar y and tr aining pr ogr amm es t o devel op pr of ess ional and s oc ial sk ills

11
Human resources
Our export market ing team is f ormed on t he basis of
Af f in it y w it h ot h e r c u lt ur es
Mark et ing diplomas and the willingness t o tr avel
Communic at ion skills and c os mopolitan attitude
Int er nation al market ing experienc e and t he c ap ability t o r epr es ent our c ompany in f or eign
business cultures

12

Financial reso urces

To finance our exp ort vent ure

W e will k eep our investm ents in line wit h t he expect ed yields of t he first tr ans act ions
W e have plann ed and r es er ved an amount t o c over expens es f or the f irst two years
W e have s ome c as h in the bank
W e will c ont act t he banks wher e we c an avail of a loan

13
Quality managem ent
Our quality sy stem is based on

Check ing of t he pr oducts befor e shipping

ISO 9000 c ert if ic at ion and c ont inuous perfor manc e improvem ent
Systematic monitor ing of different as pects of t he pr oduct ion pr oc ess
A qualit y plan, which inc ludes st aff tr aining, st andardized pr oc edures and quality ass essm ent
of sup pliers

14
Mar ket entry r egulat ions
Our r esponse to t he incr easing int er nat ional market entry r egulat ions is

Our pr oducts c omply with t he r el evant st andards and legis lat ion in the European Union
Th e pr ot ec t i on i s t m e a s u r es of t h e W est er n gov er nme n t s ar e dis c r iminat or y and h av e t o be
turn ed back in t he W TO
W e ar e aware of the r egulations and acknowl edge t hat we need pr of ess ional or import ers
advic e t o meet t he r equir ements
W e have documented pr oof t hat we ar e in t he pr oc ess of meet ing the minimum st andards
and/or obt aining appropriate c ert if ic ation

15
M ar k et e nt r y a ct iv it i e s
Our experience w it h mark et entry act ivit ies in t he European market is
W e have participat ed in a tr ade mission t o W est Europ e
W e have participat ed in a r elev ant tr ade f air in W est er n Eur op e
W e have not yet part ic ipated in any r el ev ant W est European tr ade f air or tr ade mission
W e have vis it ed a r elev ant W est Europ ean tr ade f air before

Final del formulario

PREVIOUS STEP
NEXT STEP
RESULTS
Quality managem ent
Our quality sy stem is based on

Check ing of t he pr oducts befor e shipping

ISO 9000 c ert if ic at ion and c ont inuous perfor manc e improvem ent
Systematic monitor ing of different as pects of t he pr oduct ion pr oc ess
A qualit y plan, which inc ludes st aff tr aining, st andardized pr oc edures and quality ass essm ent
of sup pliers

14
Mar ket entry r egulat ions
Our r esponse to t he incr easing int er nat ional market entry r egulat ions is

Our pr oducts c omply with t he r el evant st andards and legis lat ion in the European Union
Th e pr ot ec t i on i s t m e a s u r es of t h e W est er n gov er nme n t s ar e dis c r iminat or y and h av e t o be
turn ed back in t he W TO
W e ar e aware of the r egulations and acknowl edge t hat we need pr of ess ional or import ers
advic e t o meet t he r equir ements
W e have documented pr oof t hat we ar e in t he pr oc ess of meet ing the minimum st andards
and/or obt aining appropriate c ert if ic ation

15
M ar k et e nt r y a ct iv it i e s
Our experience w it h mark et entry act ivit ies in t he European market is

W e have participat ed in a tr ade mission t o W est Europ e

W e have participat ed in a r elev ant tr ade f air in W est er n Eur op e
W e have not yet part ic ipated in any r el ev ant W est European tr ade f air or tr ade mission
W e have vis it ed a r elev ant W est Europ ean tr ade f air before