STEP Premium Membership - 'STEP'ing Out Service

'STEP'ing Out Service - Premium Membership
International Business Trip Planning Service

Effective April 1, 2016

Service Concept: 

A business development service organized by STEP for individual STEP members whereby STEP essentially provides a business trip planning service. This service is built around the same idea and concepts already established for trade missions without STEP personnel being directly involved in the travel component of the trip.  Staff will work with the STEP member to choose a market, assist them in various aspects of the travel and business program, and the member will carry out the business trip suitable to his own timing. The exporters’ responsibility is to travel to the desired market and call on pre-qualified prospects.  STEP’s efforts enable the member to focus the effort on the sales of that companies’ own products or services.   

Service Offered:

The team of STEP Trade Development professionals will:

Meet with the STEP Member to Determine the Target Market

STEP will meet with your company to advise on the selection of the target market (geographical and industry).  The STEP Market Intelligence service may be called on to undertake the necessary market research to determine which market should be selected.  This could also include a review of the suitability of the product and relevant regulations (i.e. labeling, certifications, etc.) for the target market.

Clarify Objectives - Defining the Objective of Business Travel

Companies may elect to visit the market solely for research purposes such as gathering information on the market, competitors, etc.  If they are ready and committed to move beyond this stage, STEP will work with the member to develop an implementation strategy to pursue business in that market.  Strategies to enter the market could include seeking a method and partner in the market which could be from amongst the following options:

Direct Exporting

  • Direct Sales
  • Representative Office
  • Retail Establishment

Indirect Exporting

  • Trading House
  • Distributors
  • Agents or Independent Representatives

Partnership Arrangements

  • Co-marketing Agreements
  • Co-production
  • Joint Venture
  • Licensing or Franchising
  • Export Consortium
  • Mergers and/or Acquisitions

Explore Sources of Financial Assistance - STEP will undertake a scan to see if there are any applicable funding programs to offset some of the market development costs.

Develop a List of In-market Contact - Through the services of STEP’s Market Intelligence staff and as part of the overall strategy for this market, STEP will develop a  qualified list of contacts based on the market development objectives of the STEP member.  These will be contacts that could potentially be the appropriate “partner(s)” or “customer(s)” to enter that market.   

Advice on Approaching In-market Contacts - Assist the exporter in developing his pitch when contacting these prospects.  This could include advice on pricing, promotional materials, promotional support items, financing options, currency information, cultural information, local business practices, etc.  The exporter can use this contact list to set up the meetings with ideal prospects in the target market.

Approaching In-market Prospects - From the list of potential “partners”, the exporter can narrow down and develop a number of the most qualified contacts in that market based on the implementation strategy that was devised.  To further refine the “short list”, company background checks can be undertaken at this time by STEP at the member’s requests using various market intelligence resources and/or paid subscriptions.  Members will be responsible for any third party costs to undertake credit checks.

Assistance and Planning - Travel Arrangements - Provide any necessary logistical support for the business trip itself (visa requirements, travel recommendations, hotel information, interpreter contacts, cultural briefings, meeting locations, etc.). 

Exporter Trip to the Market - Exporter’s responsibility is to travel to the desired market, call on these pre-qualified prospects, and start the sales processes that can lead to sales in that market.

Post-Travel De-briefing and Mission Follow up - STEP will be available to meet with members to review the business trip and discuss the results and the strategy to solidify the relationships that were developed during the business trip.  Advice for any follow up actions by the exporter can be discussed.  Further company background checks can be undertaken at this time.

Program Usage: 

  • The service is offered to STEP members in the Premium Membership level to be used to a maximum of two (2) times per membership renewal period (April 1 - March 31). 

  • Market Intelligence services used for this program will not count against the Premium Membership offering of an annual 100 hours/year market intelligence utilization caps.

Lead Time:

  • Premium Membership level members should allow 8 weeks advance notice of the actual travel to allow STEP to properly assist them to fully utilize this program. 
  • If no Market Intelligence is required, the advance notice period will be 6 weeks prior to the actual travel.

How to Engage the “STEPing” Out Service - Premium Membership

Please contact the Director, Trade Development for the sector that best fits your company interests: 

Mortoza Tarafdar, Director - Trade Development, Agri-Value
Telephone: 306 787 9687

Rob Ziola - Senior Director - Trade Development, Manufacturing
Telephone: 306 933 6557

If your target market is Asia, please contact:
Yi Zeng, Senior Director - Trade Development, Asia
Telephone: 306 787 2194

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