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Frameworks** (Market entry (Determine state of current and future market…
Frameworks**
Profitability
Profits
Revenues
Volume
Price per unit
++Revenue segmentation++
By product type
By distribution channel
By geography
By customer type
Costs
Fixed costs
Rent
Staff overhead
Loan interest
Variable costs
++Variable costs example++
Commission
Delivery
Raw materials
Direct labour
Volume
Cost/unit
Market entry
Determine the objective
Determine state of current and future market
Market size
Product types
Market profitability
Competition intensity
Market regulation
Determine client capabilities
Differences between client's current and new market
Is it the client's first new market entry
Have other companies entered already?
Determine financials situation
Current financial situation of the client
Cost to enter new market
Ongoing costs once market entered
Expected revenues and ROI
Enter the market?
No
Yes
Ideal timing
Test in a region first?
Cost and benefit analysis
Start from scratch
Acquisition
Joint venture
Control from head office or decentralise?
Pricing
Investigate the product
Pricing strategy
Cost-based
Fixed costs
Variable costs
Number of units sold annually
Profitability targeted
Value-based
Price of next best alternative to product offered
Features that makes product better than next best alternative
Value of these features
Competitor based
Available substitutes from competition
Price of these substitutes
Value of our products vs substitutes
Company objectives
Market share
Profits
Graph the answers
Mergers and acquisitions