AsiaAustralis work with clients in a variety of ways to meet their needs. This includes development of in-depth international market analysis, economic analysis, strategic planning or an advisory retainer model. AsiaAustralis brings more than 40 years of international experience to facilitate your businesses needs.

 

 

International Strategic Market Entry Plan

AsiaAustralis has more than 40 years of experience working in international markets and we have witnessed firsthand the benefits of taking a strategic approach to international market selection. In order to take advantage of international market opportunities, AsiaAustralis’ experience has shown there is a need to take a macro or broad view of international markets, not solely focusing on one market, China for example, which although a large market, may not necessarily be the highest priority market for each region, product or service category.  

The AsiaAustralis international Strategic Market Entry Plan has been developed over the past 30 years and encompasses a range of economic and strategic management tools. It utilises the extensive international experience of our key consultants to deliver tangible, actionable strategies and action plans for our clients. The AsiaAustralis approach is to critically analyse market conditions and opportunities for your company, its products or services across a selection of international markets and, based upon this analysis, provide an International Strategic Market Entry Plan that can be put into action.

International Strategic Market Entry Plan objectives include:

  • Identify the market capacity of major markets (to be agreed with you), in China, North East Asia, South East Asia and South Asia such as China, Malaysia, Indonesia and Japan (etc.).
  • Identify market characteristics in order to assess which markets your product/service offerings are best suited from a capacity to pay, regulatory and ease of doing business perspective.
  • Identify like for like products/services already selling in market (other international; Australian, European, North American, other Asian etc.), in order to assist with positioning and market selling point.
  • Identify major domestic (in-market) importers and distributors in key markets that may be seeking a new partner/supplier for their business.
  • Identify government and commercial funding arrangements suitable for your business.
  • Identify the regulatory requirements in-market that would need to be satisfied in order to develop a successful market entry strategy.
  • Develop a priority plan for specific markets, market entry method, and the potential partners and key stakeholders to meet for follow up meetings.

AsiaAustralis has a specialised model for undertaking high-level analysis of international markets for products/services that firms are seeking to export.  This analysis provides senior executives an objective tool from which to identify prioritisation of international markets for export development, supply-chain development, and targeted investment attraction. and is based on assessing and ranking: 

  1. The company’s Relative Competitive Position in the targeted markets.
  2. The Market Attractiveness of the targeted markets for the exportable products and services.

Relative Competitive Position (RCP) and Market Attractiveness (MA) are assessed and ranked against a range of market specific criteria agreed with the client, which results in a priority matrix that facilitates the ranking of markets, product/service by market, etc.

The following diagram is an example of how markets might be ranked for a specific firm or region:

 
 

Regional International Engagement Model

AsiaAustralis has a specialised model for undertaking high-level analysis of international markets for economic regions and products/services that firms within a specific region are seeking to export.  This analysis provides government policy makers an objective tool from which to identify prioritisation of international markets for economic development purposes, industry development alignment, export development, sister-city relationships, and targeted investment attraction.

The AsiaAustralis Regional International Engagement Model has been applied in a range of industry and economic development projects across Australia, and it has relevance and application for government, industry and private companies in developing prioritisation of scare financial resources.

AsiaAustralis has applied the Regional International Engagement Model for a range of clients including:

  • National Government (Department of Agriculture)
  • State Governments (SA, Victoria, Tasmania, Northern Territory)
  • Local Governments (e.g. Adelaide City Council, City of Charles Sturt, Meander Valley Council)
  • Regional Development Authorities (e.g. RDAHC, Northern Tasmania Development)
  • Industry Associations (FoodSA, Defence Teaming Centre)
  • Supported Cluster Groups (Special Vehicles Alliance, Australian Aerospace Alliances, FoodSA)
  • Individual Companies (e.g. Korvest, Thompson Wines, ARO Education Services)

The level of detail varies depending on client requirements and can range from:

  • Prioritising international markets in a defined region (e.g. SE Asia) for a specific economic region (e.g. Northern Tasmania)
  • Prioritising international markets in a defined region (e.g. NE Asia) for specific product/service categories in a specific economic region.
  • Prioritising international markets globally for a specific economic region (e.g. Salisbury)
  • Prioritising sub-regions (provinces/cities) within international markets globally for a specific economic region (e.g. Adelaide City)
  • Prioritising international markets globally for specific product/service categories in a specific economic region (e.g. Defence materials)
  • Prioritising targeted international markets for Investment Attraction Activities for a specific economic region (e.g. Adelaide Hills, Fleurieu and Kangaroo Island)

Regardless of the scope, the AsiaAustralis methodology for addressing client requirements is constant and is based on assessing and ranking:

  1. The economic region’s Relative Competitive Position in the targeted markets.
  2. The Market Attractiveness of the targeted markets for the economic region’s exportable products and services.

Relative Competitive Position (RCP) and Market Attractiveness (MA) are assessed and ranked against a range of market specific criteria agreed with the client, which results in a priority matrix that facilitates the ranking of markets, product/service by market, etc.

The following diagram is an example of how markets might be ranked for a specific region:

 
 

Staged approach to analysis

The AsiaAustralis fee structure is dependent on the scope of markets and products/services being assessed, and with some clients there is a gradual progression in detail. For example, one Market Attractiveness criteria is usually the in-market Regulatory Environment. 

Based on our extensive global export experience, we are able to rate (for example) the China regulatory environment against other markets (or regions) but we can also provide detail on the Chinese regulatory environment such as the detail and implications of Free Trade Agreements, World Bank Rankings for Ease of Doing Business and specific product/service regulations (e.g. China health regulations for product registration).

Below is an example of a staged application of this model which allows for the provision of more detail in support of strategic recommendations for international engagement:

  1. An initial market scan and brief report (including above diagram for a region) of MA and RCP (based on criteria to be agreed with client) to determine overall priority markets for international engagement and export market development (normally limited to 10 countries). The client would provide AsiaAustralis with the markets (e.g. China, Indonesia, etc.) or regions (e.g. SE Asia, NE Asia, US, Europe, Latin America) to be assessed along with the key product and service categories (ANZSIC preferred) of firms in the client region with export potential or aspirations for export growth.
     
  2. This model can be enhanced by developing an assessment of MA and RCP by market and product/service category, (i.e. niche category analysis by market) which would be undertaken following the macro-level analysis advocated in stage 1.
     
  3. The third level of analysis, building on stages 1 and 2 above would include detailed data/information on all the agreed assessment criteria e.g. Existing State Exports, Relevant State/Regional Relationships, Preferential Trade Agreements, Relevant Free Trade Agreements, Regulatory Environments, Ease of Doing Business, Corruption Perception Index, Wealth, Population, etc.
 
 

In-market business mission support

AsiaAustralis have conducted trade missions for a range of companies, industries, and government delegations over the past 20 years, and understand what is required to affect a successful mission. We have extensive experience dealing at senior ministry and government levels across South East Asia, China, North East Asia, South Asia and the Middle East and AsiaAustralis has Associate Consultants in these markets who assists on major in-country assignments. We would welcome an opportunity to assist with the delegation planning and the setting of in-country meetings. As a general guide, costs for managing trade missions can be determined as follows:

AsiaAustralis support for in-country business and trade missions include facilitating, attending and participating in meetings between your companies senior management and In-market stakeholders as required including (government agencies, distributors, importers, potential partners etc). Our services cover:

  • Pre-delegation country briefing
  • Advice on the in-country program
  • Setting of target meetings and meeting objectives.
  • Schedule of meetings and appointment setting.
  • Attendance at meetings.
  • Support in meetings including negotiation support if required.
  • Availability for consultations with delegates during the in-country visit.
  • Post-delegation debriefing.

Please note that our services would not include travel logistics for your team (flights and accommodation), in-country travel arrangements and other event organisation (e.g. dinners, etc.).

 
 

Project Basis Fee for Service

AsiaAustralis senior partners; Dr Nathan Gray and Mr Phill Hudson, have the necessary skills and experience required to meet our clients requirements including the management of large complex projects, extensive experience in international trade and investment programs in Australia and overseas, design and implementation of stakeholder consultation frameworks, and extensive experience throughout Asia, the Americas and Europe.  At AsiaAustralis we are primarily concerned with creating value for our clients, and ensuring clients have maximum knowledge to make the best investment, trade, market entry, international engagement and business partnership decisions.

AsiaAustralis provide services in a flexible, client-focused manner, which comprises either a project based fee for service, or a monthly retainer model, dependent on the scope of the client needs.

 
 

Monthly Retainer Model

AsiaAustralis is able to work with clients on a monthly retainer model which allows AsiaAustralis to pursue market opportunities in international markets on behalf of our clients, and provides effective follow up capabilities for clients with in-market opportunities identified. AsiaAustralis consultants travel globally on a regular basis, and are well positioned to provide follow up support for our clients on an ongoing basis.

The monthly retainer model option would develop market opportunities for Australian clients seeking to maintain momentum in Asia and other global markets beyond specific in-markets visits. The specific objectives and responsibilities of this option include:

  • To be on call to provide specific advice to clients on global markets.
  • Facilitate Trade Mission support for a visits of senior management in-market to meet with prospective partner organisations and other stakeholder organisations.
  • Provide on ground market support for any in-country visits.
  • Identify regulatory requirements in-market that would need to be satisfied in order to develop a successful business.
  • Follow up with potential partners in-market during AsiaAustralis in market visits outside of any accompanied trade mission
  • Provide as required advice and support in other markets as required.

AsiaAustralis would be happy to discuss costing for these options at a later date and subject to your specific needs.