Consultation on export market selection and entry mode

Situations calling for export market selection

• A first-time exporting SME receives a one-off request from a foreign buyer and must decide.
• An exporting SME is hesitating between several markets with different access requirements.
• A producer group is looking for the appropriate entry mode: agent, distributor or subsidiary.
• A franchise network is considering setting up in a foreign market.
• A company pursuing a one-off opportunity seeks to build a lasting presence.
• A product exposed to carbon border adjustment or to buyer due diligence is targeting a new market.

Process

1. Gathering of information. ASKonsult first identifies the product, the company’s capacities and the markets under consideration.
2. Market comparison. The markets are then compared using grid P-16: demand, access, competition and risks.
3. Review of access requirements. The analysis then covers origin, standards, buyer due diligence and carbon border adjustment.
4. Guidance on the entry mode. The comparison finally informs the choice between agent, distributor, subsidiary or franchise.
5. Presentation of findings. It takes place in writing or during a 60-minute videoconference, the only synchronous step of the oral format.

Deliverable

In written format, the deliverable takes the form of an export guidance note. In a videoconference, a session record sets out the points examined. In both cases, it first presents the markets compared. It then sets out the access requirements specific to each. Finally, it indicates the possible entry mode and the next steps. The note is delivered 5 working days after receipt of complete information. The videoconference, for its part, takes place in a slot at least 7 days after booking (priority slot possible within 5 working days), Tuesday to Thursday.

Prerequisites

The analysis is based on a description of the product and on production capacities. Available sales data supplement this information. The list of markets under consideration also guides the comparison. The timeframe runs from receipt of all this information.

Frequently asked questions

Written note or videoconference: which format to choose?

The note is suitable when a written comparison of markets is to inform a management decision. The 60-minute videoconference, on the other hand, allows a direct exchange on the markets and the entry mode. It gives rise to a session record. In both cases, the deliverable covers the markets compared, the access requirements, the entry mode and the next steps.

What timeframes apply to a consultation on export market selection?

Timeframes are indicative and run from receipt of a complete file. The note is delivered within the 5 working days following that receipt. For the videoconference, the slot is set at least 7 days after booking (priority slot possible within 5 working days), Tuesday to Thursday. The firm schedules these sessions in advance, in set time slots. In addition, an admissibility check precedes the start of the consultation.

Does the consultation include a market study?

No. Export market selection here relies on the information provided and on grid P-16. The consultation therefore does not include a field market study. Nor does it include a search for partners. The deliverable does, however, indicate the next steps, which may call for such additional work.

What role does the interactive assistant play?

An interactive assistant (IA-05) supports the completion of grid P-16. It explains the sections and criteria, then rephrases the questions where needed. It also checks the consistency and completeness of the answers. However, the assistant issues no opinion and does not qualify any particular situation. It only prepares the work that the firm analyses and validates.

Which right of withdrawal applies?

For a consumer client, a seven-day right of withdrawal applies. A slot set at least seven days after booking preserves this right. However, a consultation scheduled less than seven days ahead entails immediate performance. The firm then obtains the client’s express consent, after informing the client of its consequences. In that case, the right of withdrawal can no longer be exercised.

What follows the consultation?

When the matter calls for structured work, the Export market selection package (K-09) takes over. A recurring need then falls under the Steering subscription (A-02). Depending on the findings, the customs and origin consultation (C-06) examines origin requirements in greater depth. The international contract consultation (C-09), for its part, covers the clauses of a draft contract.

Out of scope

The consultation devoted to export market selection does not include a field market study. Nor does it include a search for partners, whether agents or distributors. Drafting distribution or franchise contracts also remains outside the service. It falls to an authorised professional.