Lesson 1Designing distributor agreements and evaluating potential partners: KPIs, margins, exclusivity, termination clausesThis part covers picking and agreeing with distributors, setting areas and KPIs, fixing margins and rewards, handling exclusivity, and making end and performance terms that guard the brand and keep everyone aligned.
Screening and due diligence of partnersDefining territories and customer scopeMargin structures and incentivesService levels and performance KPIsExclusivity and non-compete termsTermination, renewal, and exit plansLesson 2Overview of entry modes: direct export, distributor, agents, e-commerce, joint venture, subsidiary, licensing, franchisingThis part brings in main entry modes, from direct export to franchising, explaining setups, common uses, and how sustainability-minded companies can mix modes across markets and growth steps for flexibility.
Direct and indirect exportingAgents and commission-based modelsDistributors and wholesalersE-commerce and hybrid approachesJoint ventures and subsidiariesLicensing and franchising modelsLesson 3Criteria for selecting entry mode: resource commitment, control, speed to market, risk tolerance, legal constraintsThis part gives a planned frame for choosing entry modes, balancing resource needs, control, speed, risk, and legal limits, and shows how to match picks with company plans and sustainability targets.
Assessing resources and capabilitiesControl versus flexibility tradeoffsSpeed to market and scalabilityRisk appetite and country riskLegal and regulatory constraintsMulti-criteria decision toolsLesson 4Setting up local sales office or subsidiary: legal registration, tax, employment, and compliance basicsThis part outlines starting a local sales office or subsidiary, covering entity picks, registration steps, tax duties, work rules, and main compliance steps to run safely and build trust abroad.
Choosing legal form and ownershipRegistration, licenses, and permitsCorporate and indirect tax basicsEmployment contracts and benefitsCompliance, reporting, and auditsUsing local advisors and partnersLesson 5Promotion and communication adaptation: local channels, messaging that aligns with cultural norms, sustainability narratives, and regulatory advertising constraintsThis part looks at adjusting promotion and talk to local cultures and rules, making sustainability stories, picking channels, and making sure ads follow environmental and buyer regulations for good reach.
Mapping local media and channelsCultural norms and message framingDesigning credible green narrativesRegulation of eco-advertising claimsWorking with local agenciesMeasuring campaign impact abroadLesson 6Channel mix planning and budgeting for first 24 months (sales, marketing, logistics, partner incentives)This part guides planning the first 24 months of business work, mixing channels, sales cover, marketing strength, logistics space, and partner rewards into a real budget and performance path.
Defining channel roles and prioritiesSales coverage and headcount plansMarketing spend by channel and phaseLogistics and service cost planningPartner incentives and co-op fundsMilestones, KPIs, and reforecastingLesson 7Product adaptation for international markets: materials, certifications, labeling, language, and sustainability claims complianceThis part explains adjusting products for foreign markets, including tech changes, materials, certifications, labels, language, and green claims, while balancing local fit, costs, and worldwide brand sameness.
Assessing local customer needsAdapting materials and componentsMandatory standards and certificationsLabeling, language, and symbolsSubstantiating green claimsCost–benefit of product variantsLesson 8E-commerce and digital market entry: local platforms, payment systems, logistics, returns, and taxesThis part checks digital entry choices, from local markets to own online shops, tackling platform picks, payment ways, logistics, returns, data safety, and cross-border tax and customs effects.
Choosing platforms and web channelsLocal payment methods and fraudCross-border logistics and deliveryReturns handling and customer serviceDigital marketing and localizationData privacy, VAT, and dutiesLesson 9Pricing strategy frameworks: cost-plus, value-based, market penetration, and premium positioning for eco-productsThis part compares main pricing ways for sustainable products, showing how to set export prices that show costs, buyer value, competition strength, and position aims while handling currency risk and channel cuts.
Cost-plus export pricing mechanicsValue-based pricing for eco-benefitsMarket penetration pricing for entryPremium positioning and brand equityManaging channel margins and markupsCurrency, inflation, and price reviews
