VQI's Discovery
and Implementation.
Phase 1: Discovery & Market
Opportunity Analysis
- Vision ~ China Operations
- Objectives ~ Short & Long-term
- Sustainable Competitive Advantages
- Current Market
Positioning
- Marketing Mix Advantages
- International Experiences
- Home Office Support ~
Capabilities & Investments
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Phase 2: Market Research & Competitive
Intelligence
- Cultural Analysis of Buyer Behavior
- Mind Share Positioning
- Marketing Mix Cultural Adaptations
- Alliance Models & Qualified
Candidates
- Trends, Niches, Opportunities
- Legal, Political, Environmental & Social
Environments
- IP Protection
- Competitive Analysis
- Negotiation Strategies
Market Research
and Competitive Intelligence (MR/CI)
are, by far the most vital components of
the entire process. The vast majority of international
strategic and marketing mistakes result from inadequate
cultural due diligence and can be extremely costly. MR/CI
provides the decision makers with Actionable
Intelligence (A I) needed to survive and
thrive. Best examples of A I include football coaches,
pilots and air traffic controllers and submarine
captains...all recipients of Virtual
Information to enhance their critical
decisions in ever changing environs.
However, the vast amounts of open-source information
can be overwhelming and often a “trade barrier” for
SMEs with premium quality products and services.
VQI has over twenty
years experience in identifying and using market
intelligence resources and experts which have resulted
in millions of dollars in new revenues for its
client base. VQI will
capture the needed A I for your China
market entry strategy.
Phase
3: Strategic Marketing Plan (SMP)
The Actionable Intelligence gleaned
from Phases 1 and 2 presents a Situation
Analysis which is integrated
into a dynamic plan with a special emphasis on
investments and responsibilities. The planning
process is as vital as the plan itself because
it will challenge your cultural orientation
and ability to adapt, willingness to stay in
the market, and assumptions about the
opportunities in China. Creating
it in partnership with VQI will
help you think through what you are doing and
why, and it must encourage on-going
discussions, enthusiasm team work and long-term commitment.
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Phase
4: Initial Market
Visit
The SMP presents new strategic options and
market potential. Now you're ready for your first
market visit which is fully arranged by VQI's
office support in Beijing. This is critical to instill
a reasonable level of comfort for your long-term
commitment to the market. In essence, your initial
visit is a dynamic trade show ~
meeting potential business associates, briefings
by executives, industry experts and government
officials, visiting markets and other venues to
meet potential final customers. Most importantly
getting first hand experience with one of the
oldest cultures and its people and their role in
the
fastest growing economy with over 25 years of sustained
growth!
Your meetings will be arranged in advance, including
time for follow-up with the individuals we determine
may be the most important for alliances.
These key candidate partners will be told in advance
why you are visiting and what you are your strategic
marketing objectives. Usually you will find that
this trip results in vital initial discussions required
to develop Trust and
sometimes goes a long way towards initiating negotiations.
After a well-planned trip ~ one week to 10 days,
we will now be in a position to implement a marketing
plan with the candidate partners, and expectedly
those discussions will continue when you return.
Now you are actually projecting in a concrete way
what the China market can mean to your company and
stakeholders. The plan requires investment
figures and concomitant responsibilities assigned.
From Phase 2, we conclude if there is good market
potential; however, it is hard to quantify that potential
until you are in negotiations which we can train
you for and facilitate.
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Phase
5: Implementation
VQI provides
these business development activities:
- Liaison with U.S. & Chinese Government
Officials & Industry Experts
- Investment Intelligence ~ Monitor & Adapt
Entry Strategy
- Site Location ~ Licensing & Real
Estate Documents
- Market Watch ~ Initial and/or
ongoing MR/CI Responsibilities
- Support Services ~ As Negotiated
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