Page 107 - Export and Trade

Each has a part to play in purchase decisions and
different needs that have to be addressed. Therefore
your value proposition has to be tailored to meet their
needs.

Value proposition
The value proposition for your business, products, or
services presents clearly to a prospective customer
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experience are best positioned to address important
needs, wants, or fears inhibiting achieving desired
outcomes for their business or role. When your value
proposition is the most compelling solution to overcoming
a prospect’s most pressing business challenges or
delivering the greatest positive gain to the business,
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business together.
For exporters, understanding the value proposition for
all members of the supply chain and within organisations
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purchasing decisions, is a critical early step to success. ExporterToday isan
Being able to establish why your business has the most
relevant offer will position the business ahead of the online resource for both
competition and clear obstacles to a sale.
Even more importantly the value of your offer to players and supporters in
international customers will differ from the reason why
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your customers buy in New Zealand.
Take, for example, a leading New Zealand supplier It aims to help lift
of ingredients and services to the local processed meat
industry. They wanted to begin exporting but when they New Zealand’s export
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they found there was no interest. When they stepped performance through
back and looked at the value they could offer, once again
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they discovered it was, in fact, their services, packaging
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educational and
order sizes that ignited interest in an emerging market
with a need for innovation and partners that could help informative articles.
it grow.

Market selection
To identify where products and services will be of
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greatest value exporters need to dig deep into, and
become experts in, select international markets. With a www.exportertoday.co.nz
world of opportunity how do businesses identify priority
markets? Particularly if they are looking to export for the
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which international markets to focus on. In preparation,
a business needs to look at its own strategy and identify
what its export objectives and capabilities are.

NZ Export & Trade Handbook 2018 105