With reference to your client and nominated market, Questions will focus on a selection of following topics and issues:

Client’s key products and services, market segments and market positioning, management philosophy

PPE Heads Engineering is an after-market manufacturer of heavy diesel cylinder heads in Australia. They manufacture cylinder heads for Europe’s largest distributors and well-known names such as MAN, Scania, Volvo and Mercedes-Benz. The company also currently produces MAN gas cylinder heads.

Key skills, capabilities, information your client may need to attempt to enter a new market

Understanding a “Business-to-Business (B2B)” perspective and applying that to entering a new market

In terms of B2B when entering a new market, the business will be using intermediary parties, such as distributors and agents to market their products/services in the market. As part of the B2B marketing, a business will be marketing to other businesses in the new market and not the end user of their product/service.

Understanding a “Service” perspective and applying that to entering a new market

Key control issues for assessing market entry feasibility

Difficulty of international control Distance Diversity Degree of certainty

Key cultural issues for assessing market entry feasibility

Language barriers the use of local people to communicate to the distributorsEnvironmental issues sustainability of the environment (e.g. legislations, incentives and environment requirements in regards to the product

New Market Development In Association or Parallel With Preferred Market Entry Selection

Additional research, management activity and steps and actions required after completing a market entry feasibility study before actually attempting to enter a new market