Lesson 1Designing distributor agreements and evaluating potential partners: KPIs, margins, exclusivity, termination clausesThis part covers picking and making deals with sellers, setting areas and key measures, fixing shares and rewards, handling only-one deals, and making end and work clauses that keep the name safe and match goals.
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 ways, from sending out directly to giving rights to use name, explaining setups, usual uses, and how companies focused on lasting good can mix ways in markets and growth steps.
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 clear frame for picking entry ways, weighing needs for things, hold, quickness, risk, and law limits, and shows how to match choices with company plans and goals for lasting good.
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 how to start a local selling office or branch, covering choice of group, steps to sign up, tax duties, work rules, and main follow-rules steps needed to work safe and trusted.
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 how to change pushing and talking to local ways and rules, making stories for lasting good, picking paths, and making sure ads follow rules on environment and buyers.
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 two years of selling work, mixing selling paths, sales cover, pushing strength, moving goods power, and helper rewards into a real budget and work map.
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 how to change products for other countries, including tech changes, materials, certificates, labels, words, and claims for lasting good, while balancing local fit, cost, and world name 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 market spots to own web shops, dealing with picking spots, pay ways, moving goods, returns, data safe, and cross-border tax and custom 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 price ways for products that last, showing how to set send-out prices that show costs, buyer worth, rival strength, and place goals while handling money risk and selling shares.
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
