Sources d’échecs à l’exportation.

S’agissant de la thématique exportation, nous vous avons invité la semaine dernière dans notre 1er spot à oser l’export en vous  délivrant quelques conseils pratiques dans ce domaine.

Cette semaine, notre 2ème spot porte sur les sources d’échecs à l’exportation  desquels votre entreprise devra tenir compte lorsqu’elle envisage de se lancer à l’export. Ces sources sont nombreuses mais pour faire simple, disons qu’elles touchent principalement  trois domaines, à savoir le domaine  commercial, le domaine financier et le domaine technique.

Sources d’échec commercial:

  • Mauvais choix du marché extérieur cible;
  • Surestimation des clients potentiels;
  • Proposition d’une gamme de produits à l’export qui n’apporte rien de plus en termes de valeur ajoutée ou de qualité par rapport à celle des concurrents de votre entreprise;
  • Communication insuffisante ou défaillante à l’étranger.

Sources d’échec financier:

  • Sous-estimation des besoins financiers  que nécessite l’exportation (frais de voyage, de prospection, per diem,etc…);
  • Coûts de réalisation des opérations à l’export trop élevés par rapport à la capacité financière réelle de votre entreprise;
  • Non maîtrise des délais de paiement à l’export.

Sources d’échec technique:

  • Manque de compétences techniques de votre équipe;
  • Non adaptation des produits offerts à l’export par votre entreprise par rapport à la demande (normes de fabrication, design, qualité,emballage,etc…);
  • Capacité de production limitée par rapport à la demande.

 

63 thoughts on “Sources d’échecs à l’exportation.

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