International market entry
CINAEX helps businesses assess their export potential, identify priority countries and develop a sound international expansion plan, from market research through to operational and financial planning.
Our work can cover the entire export process or a specific phase, depending on your business’s experience, resources and objectives
Our work can cover the entire export process or a specific phase, depending on your business’s experience, resources and objectives
CINAEX helps businesses assess their export potential, identify priority countries and develop a sound international expansion plan, from market research through to operational and financial planning. Our work can cover the entire export process or a specific phase, depending on your business’s experience, resources and objectives
Who is this service for?
Where is your business on its international journey?
You need to identify the most suitable way to establish commercial or production operations in your chosen market, taking into account your business’s needs and capabilities
We want to establish a presence abroad
You need to compare and prioritise potential markets, including those where your business already operates. This is one of the most important strategic decisions in international expansion.
We want to enter a new country
You need to review your current export activities, identify new opportunities and develop a growth plan that reflects your available resources
We already export but want to increase sales
You need to assess your business’s readiness, identify the products or services with the strongest prospects, decide where to start and estimate the initial costs
We are preparing to enter an overseas market for the first time
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Our guiding principle
CINAEX’s role is to assess how well a decision is supported by evidence, rather than simply endorse a decision already made.
Each project stage builds on the findings of the previous one. This approach progressively reduces uncertainty, identifies risks and helps avoid costly commitments before their suitability has been established.
Each project stage builds on the findings of the previous one. This approach progressively reduces uncertainty, identifies risks and helps avoid costly commitments before their suitability has been established.
Make an informed decision before you invest
The CINAEX approach
Five stages of international market entry
01
Is your business ready to expand internationally?
CINAEX assesses:
Stage outcome
An assessment of export potential, identification of the most promising products or services, an analysis of your business’s strengths and weaknesses, priority actions and a preliminary budget.
The assessment may recommend proceeding with the project or preparing the business further before launching international activities.
CINAEX assesses:
- The potential of your product or service
- Production capacity
- Financial resources
- Organisational, sales and marketing capabilities
- Management’s commitment to supporting the international project
Stage outcome
An assessment of export potential, identification of the most promising products or services, an analysis of your business’s strengths and weaknesses, priority actions and a preliminary budget.
The assessment may recommend proceeding with the project or preparing the business further before launching international activities.
Export readiness assessment
02
Which countries should you enter first?
Potential destinations are compared using criteria relevant to your specific product or service, including:
Stage outcome
At least three priority markets, ranked and supported by a rationale based on all the criteria assessed.
Potential destinations are compared using criteria relevant to your specific product or service, including:
- Market size and trends
- Market entry requirements
- Geographical and cultural distance
- The competitive landscape
- Opportunities to establish a long-term presence
- Previous experience and enquiries received
Stage outcome
At least three priority markets, ranked and supported by a rationale based on all the criteria assessed.
Selection of priority markets
03
What do you need to know before launching commercial activities?
The research assesses both the market’s attractiveness and the practical conditions for doing business there. Depending on your needs, the analysis covers:
Stage outcome
A structured report with conclusions and recommendations that provides the basis for the operational plan.
The research assesses both the market’s attractiveness and the practical conditions for doing business there. Depending on your needs, the analysis covers:
- The market’s general characteristics compared with your home market
- The size, structure and likely development of demand
- Market supply and the competitive landscape
- Sales and distribution channels and promotional tools
- Market access conditions, including logistics, tariffs and regulatory requirements
Stage outcome
A structured report with conclusions and recommendations that provides the basis for the operational plan.
Research into the selected market
04
How will your business enter the market?
At this stage, the research findings are translated into a specific sequence of actions.The operational plan defines:
Stage outcome
A practical market entry plan setting out what needs to be done, in what order and with which resources.
At this stage, the research findings are translated into a specific sequence of actions.The operational plan defines:
- Your business’s objectives in the selected market
- The form of international presence
- Potential market segments
- Product and pricing strategy
- Distribution and promotional channels
- The resources and personnel required
- Contractual, logistics, customs and certification matters
- Arrangements for international payments and collections
Stage outcome
A practical market entry plan setting out what needs to be done, in what order and with which resources.
Operational plan
05
Is the project financially viable?
The financial plan assesses expected results, the resources required and your business’s ability to sustain its international operations over the medium and long term. The analysis includes:
Stage outcome
A financial model for the project, an assessment of the resources required and a conclusion on whether entering the selected market is advisable. The analysis may show that the project is not viable under the assumptions made by the business. In that case, it may need to be revised or abandoned if it would not benefit the company.
The financial plan assesses expected results, the resources required and your business’s ability to sustain its international operations over the medium and long term. The analysis includes:
- Sales, revenue and expenditure forecasts
- Initial and recurring costs
- Fixed and variable costs
- Viability and profitability
- Key risks and potential scenarios
- Financing requirements
- Potential sources of finance
Stage outcome
A financial model for the project, an assessment of the resources required and a conclusion on whether entering the selected market is advisable. The analysis may show that the project is not viable under the assumptions made by the business. In that case, it may need to be revised or abandoned if it would not benefit the company.
Financial plan
The CINAEX approach
Five stages of international market entry
01
02
Which countries should you enter first?
Potential destinations are compared using criteria relevant to your specific product or service, including:
Stage outcome
At least three priority markets, ranked and supported by a rationale based on all the criteria assessed.
Potential destinations are compared using criteria relevant to your specific product or service, including:
- Market size and trends
- Market entry requirements
- Geographical and cultural distance
- The competitive landscape
- Opportunities to establish a long-term presence
- Previous experience and enquiries received
Stage outcome
At least three priority markets, ranked and supported by a rationale based on all the criteria assessed.
Selection of priority markets
03
What do you need to know before launching commercial activities?
The research assesses both the market’s attractiveness and the practical conditions for doing business there. Depending on your needs, the analysis covers:
Stage outcome
A structured report with conclusions and recommendations that provides the basis for the operational plan.
The research assesses both the market’s attractiveness and the practical conditions for doing business there. Depending on your needs, the analysis covers:
- The market’s general characteristics compared with your home market
- The size, structure and likely development of demand
- Market supply and the competitive landscape
- Sales and distribution channels and promotional tools
- Market access conditions, including logistics, tariffs and regulatory requirements
Stage outcome
A structured report with conclusions and recommendations that provides the basis for the operational plan.
Research into the selected market
04
How will your business enter the market?
At this stage, the research findings are translated into a specific sequence of actions.
The operational plan defines:
Stage outcome
A practical market entry plan setting out what needs to be done, in what order and with which resources.
At this stage, the research findings are translated into a specific sequence of actions.
The operational plan defines:
- Your business’s objectives in the selected market
- The form of international presence
- Potential market segments
- Product and pricing strategy
- Distribution and promotional channels
- The resources and personnel required
- Contractual, logistics, customs and certification matters
- Arrangements for international payments and collections
Stage outcome
A practical market entry plan setting out what needs to be done, in what order and with which resources.
Operational plan
05
Is the project financially viable?
The financial plan assesses expected results, the resources required and your business’s ability to sustain its international operations over the medium and long term. The analysis includes:
Stage outcome
A financial model for the project, an assessment of the resources required and a conclusion on whether entering the selected market is advisable. The analysis may show that the project is not viable under the assumptions made by the business. In that case, it may need to be revised or abandoned if it would not benefit the company.
The financial plan assesses expected results, the resources required and your business’s ability to sustain its international operations over the medium and long term. The analysis includes:
- Sales, revenue and expenditure forecasts
- Initial and recurring costs
- Fixed and variable costs
- Viability and profitability
- Key risks and potential scenarios
- Financing requirements
- Potential sources of finance
Stage outcome
A financial model for the project, an assessment of the resources required and a conclusion on whether entering the selected market is advisable. The analysis may show that the project is not viable under the assumptions made by the business. In that case, it may need to be revised or abandoned if it would not benefit the company.
Financial plan
Export readiness assessment
Is your business ready to expand internationally?
CINAEX assesses:
Stage outcome
An assessment of export potential, identification of the most promising products or services, an analysis of your business’s strengths and weaknesses, priority actions and a preliminary budget.
The assessment may recommend proceeding with the project or preparing the business further before launching international activities.
CINAEX assesses:
- The potential of your product or service
- Production capacity
- Financial resources
- Organisational, sales and marketing capabilities
- Management’s commitment to supporting the international project
Stage outcome
An assessment of export potential, identification of the most promising products or services, an analysis of your business’s strengths and weaknesses, priority actions and a preliminary budget.
The assessment may recommend proceeding with the project or preparing the business further before launching international activities.
What a complete project delivers
On completion of all stages, your business receives:
This helps you focus resources on the most promising opportunities and make informed decisions before committing to substantial investments that could put your business under financial strain.
- An objective assessment of its export potential
- An evidence-based selection of priority markets
- An analysis of the chosen country’s market in relation to your business and product
- An operational market entry plan
- A financial plan for the project
- An assessment of the main risks
- A clear sequence of actions
This helps you focus resources on the most promising opportunities and make informed decisions before committing to substantial investments that could put your business under financial strain.
A coherent framework of interconnected decisions
Once the strategy is in place
Other areas of expertise
02
Where needed, CINAEX can continue advising your business as you implement the operational and financial plans.
Support may include reviewing initial decisions, assessing changes in the market, coordinating specific project stages and bringing in specialists in marketing, contracts, logistics, customs procedures and other areas.
Support may include reviewing initial decisions, assessing changes in the market, coordinating specific project stages and bringing in specialists in marketing, contracts, logistics, customs procedures and other areas.
Support during project implementation
01
CINAEX helps you define the profile of your prospective customer, agent or distributor, select channels for finding them, establish criteria for assessing potential partners and prepare an approach to initial contact and negotiations.
Finding customers and business partners
Frequently asked questions
Yes. You can commission an export readiness assessment, priority market selection, research into a specific market, or the development of an operational or financial plan as a standalone service. The scope of work will depend on the quality and level of detail of the information already available.
You will receive an outline of the factors preventing your business from starting international activities, recommendations on priority actions and a preliminary estimate of the resources required. This allows you to address weaknesses before embarking on a project that requires substantial investment.
Yes. CINAEX works with businesses looking to enter new countries, increase the share of exports in their business or improve their existing international strategy.
Yes. Depending on your business’s objectives, we can develop a strategy for establishing or expanding commercial or production operations in the selected market.
They depend on your business’s objectives, the number of markets analysed, the depth of research and the scope of work. We agree the project’s scope and stages with you, then establish the timeframe and budget accordingly.
NIF/CIF B79977294
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