Country Notebook

The Country Notebook—A Guide for Developing a Marketing Plan

The Country Notebook Outline writing guide

• Cultural Analysis

• Economic Analysis

• Market Audit and Competitive Market Analysis

• Preliminary Marketing Plan

writing guide

I. Cultural Analysis writing guide

Guideline

I. Introduction writing guide

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II. Brief discussion of the country’s relevant history writing guide

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III. Geographical setting writing guide

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A. Location writing guide

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B. Climate writing guide

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C. Topography writing guide

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IV. Social institutions writing guide

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A. Family writing guide

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1. The nuclear family

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2. The extended family

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3. Dynamics of the family

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a. Parental roles

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b. Marriage and courtship

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4 Female/male roles (changing or static?)

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B. Education writing guide

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1. The role of education in society

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a. Primary education (quality, levels of development, etc.)

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b. Secondary education (quality, levels of development, etc.)

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c. Higher education (quality, levels of development, etc.)

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2. Literacy rates

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C. Political system writing guide

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1. Political structure

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2. Political parties

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3. Stability of government

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4. Special taxes

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5. Role of local government

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D. Legal system writing guide

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1. Organization of the judiciary system

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2. Code, common, socialist, or Islamic-law country? writing guide

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3. Participation in patents, trademarks, and other conventions writing guide

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4. Marketing Laws writing guide

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E. Social organizations writing guide

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1. Group behavior

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2. Social classes

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3. Clubs, other organizations

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4. Race, ethnicity, and subcultures

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F. Business customs and practices writing guide

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V. Religion and aesthetics writing guide

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A. Religion and other belief systems

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1. Orthodox doctrines and structures

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2. Relationship with the people

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3. Which religions are prominent?

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4. Membership of each religion

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5. Any powerful or influential cults?

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B. Aesthetics writing guide

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1. Visual arts (fine arts, plastics, graphics, public art, colors, etc.) writing guide

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2. Drama, ballet, and other performing arts writing guide

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3. Folklore and relevant symbols writing guide

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VI. Living conditions writing guide

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A. Diet and nutrition writing guide

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1. Meat and vegetable consumption rates

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2. Typical meals

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3. Malnutrition rates

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4. Foods available

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B. Housing writing guide

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1. Types of housing available

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2. Do most people own or rent?

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3. Do most people live in one-family dwellings or with other families?

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C. Clothing

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1. National dress

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2. Types of clothing worn at work

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D. Recreation, sports, and other leisure activities writing guide

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1. Types available and in demand

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2. Percentage of income spent on such activities

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E. Social security writing guide

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F. Health care

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VII. Language writing guide

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A. Official language(s) writing guide

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B. Spoken versus written language(s)

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C. Dialects writing guide

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VIII. Executive summary writing guide

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IX. Sources of information

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X. Appendixes

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II. Economic Analysis writing guide

Guideline

I. Introduction

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II. Population writing guide

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A. Total writing guide

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1. Growth rates

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2. Number of live births

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3. Birthrates

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B. Distribution of population writing guide

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1. Age

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2. Sex

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3. Geographic areas (urban, suburban, and rural density and concentration)

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4. Migration rates and patterns

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5. Ethnic groups

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III. Economic statistics and activity writing guide

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A. Gross national product (GNP or GDP)

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1. Total

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2. Rate of growth (real GNP or GDP)

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B. Personal income per capita writing guide

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C. Average family income

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D. Distribution of wealth

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1. Income classes

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2. Proportion of the population in each class

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3. Is the distribution distorted?

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E. Minerals and resources writing guide

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F. Surface transportation writing guide

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1. Modes

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2. Availability

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3. Usage rates

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4. Ports

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G. Communication systems writing guide

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1. Types

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2. Availability

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3. Usage rates

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H. Working conditions writing guide

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1. Employer-employee relations

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2. Employee participation

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3. Salaries and benefits

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I. Principal industries

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1. What proportion of the GNP does each industry contribute?

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2. Ratio of private to publicly owned industries

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J. Foreign investment writing guide

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1. Opportunities?

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2. Which industries?

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K. International trade statistics writing guide

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1. Major exports

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a. Dollar value

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b. Trends

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2. Major imports

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a. Dollar value

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b. Trends

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3. Balance-of-payments situation

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a. Surplus or deficit?

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b. Recent trends

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4. Exchange rates writing guide

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a. Single or multiple exchange rates?

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b. Current rate of exchange

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c. Trends

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L. Trade restrictions writing guide

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1. Embargoes

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2. Quotas

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3. Import taxes

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4. Tariffs

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5. Licensing

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6. Customs duties

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M. Extent of economic activity not included in cash income activities writing guide

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1. Countertrades

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a. Products generally offered for countertrading

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b. Types of countertrades requested (i.e., barter, counterpurchase, etc.)

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2. Foreign aid received writing guide

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N. Labor force

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1. Size

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2. Unemployment rates

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O. Inflation rates writing guide

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IV. Developments in science and technology

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A. Current technology available (computers, machinery, tools, etc.)

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B. Percentage of GNP invested in research and development

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C. Technological skills of the labor force and general population writing guide

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V. Channels of distribution (macro analysis) writing guide

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A. Retailers writing guide

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1. Number of retailers

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2. Typical size of retail outlets

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3. Customary markup for various classes of goods

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4. Methods of operation (cash/credit)

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5. Scale of operation (large/small)

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6. Role of chain stores, department stores, and specialty shops

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B. Wholesale middlemen writing guide

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1. Number and size

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2. Customary markup for various classes of goods

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3. Method of operation (cash/credit)

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C. Import/export agents

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D. Warehousing

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E. Penetration of urban and rural markets writing guide

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VI. Media writing guide

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A. Availability of media writing guide

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B. Costs

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1. Television

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2. Radio

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3. Print

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4. Other media (cinema, outdoor, etc.)

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C. Agency assistance

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D. Coverage of various media

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E. Percentage of population reached by each of the media

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VII. Executive summary writing guide

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VIII. Sources of information

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IX. Appendixes

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III. Market Audit and Competitive Market Analysis writing guide

Guideline

I. Introduction writing guide

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II. The product writing guide

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A. Evaluate the product as an innovation as it is perceived by the intended market writing guide

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1. Relative advantage writing guide

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2. Compatibility writing guide

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3. Complexity writing guide

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4. Trialability writing guide

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5. Observability writing guide

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B. Major problems and resistances to product acceptance based on the preceding evaluation writing guide

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III. The market writing guide

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A. Describe the market(s) in which the product is to be sold

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1. Geographical region(s)

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2. Forms of transportation and communication available in that (those)

region(s)

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3. Consumer buying habits writing guide

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a. Product-use patterns

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b. Product feature preferences

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c. Shopping habits

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4. Distribution of the product writing guide

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a. Typical retail outlets

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b. Product sales by other middlemen

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5. Advertising and promotion writing guide

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a. Advertising media usually used to reach your target market(s)

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b. Sales promotions customarily used (sampling, coupons, etc.)

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6. Pricing strategy

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a. Customary markups

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b. Types of discounts available

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B. Compare and contrast your product and the competition’s product(s)

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1. Competitor’s product(s) writing guide

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a. Brand name

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b. Features

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c. Package

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2. Competitor’s prices

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3. Competitor’s promotion and advertising methods

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4. Competitor’s distribution channels

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C. Market size writing guide

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1. Estimated industry sales for the planning year

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2. Estimated sales for your company for the planning year

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D. Government participation in the marketplace

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1. Agencies that can help you

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2. Regulations you must follow

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IV. Executive summary writing guide

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V. Sources of information

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VI. Appendixes

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IV. Preliminary Marketing Plan writing guide

Guideline

I. The marketing plan

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A. Marketing objectives writing guide

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1. Target market(s) (specific description of the market)

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2. Expected sales 20-

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3. Profit expectations 20-

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4. Market penetration and coverage

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B. Product adaptation or modification writing guide

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1. Core component

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2. Packaging component

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3. Support services component

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C. Promotion mix

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1. Advertising

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a. Objectives

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b. Media mix

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c. Message

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d. Costs

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2. Sales promotions

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a. Objectives

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b. Coupons

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c. Premiums

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d. Costs

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3. Personal selling

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4. Other promotional methods

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D. Distribution: From origin to destination writing guide

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1. Port selection

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a. Origin port

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b. Destination port

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2. Mode selection: Advantages/disadvantages of each mode

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a. Railroads

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b. Air carriers

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c. Ocean carriers

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d. Motor carriers

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3. Packing

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a. Marking and labeling regulations

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b. Containerization

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c. Costs

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4. Documentation required

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a. Bill of lading

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b. Dock receipt

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c. Air bill

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d. Commercial invoice

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e. Pro forma invoice

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f. Shipper’s export declaration

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g. Statement of origin

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h. Special documentation

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5. Insurance claims

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6. Freight forwarder writing guide

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E. Channels of distribution (micro analysis) writing guide

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1. Retailers

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a. Type and number of retail stores

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b. Retail markups for products in each type of retail store

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c. Methods of operation for each type (cash/credit)

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d. Scale of operation for each type (small/large)

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2. Wholesale middlemen

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a. Type and number of wholesale middlemen

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b. Markup for class of products by each type

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c. Methods of operation for each type (cash/credit)

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d. Scale of operation (small/large)

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3. Import/export agents

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4. Warehousing

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a. Type

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b. Location

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F. Price determination writing guide

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1. Cost of the shipment of goods

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2. Transportation costs

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3. Handling expenses

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a. Pier charges

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b. Wharfage fees

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c. Loading and unloading charges

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4. Insurance costs

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5. Customs duties

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6. Import taxes and value-added tax

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7. Wholesale and retail markups and discounts

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8. Company’s gross margins

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9. Retail price

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G. Terms of sale

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1. EX works, FOB, FAS, C&F, CIF

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2. Advantages/disadvantages of each

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H. Methods of payment writing guide

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1. Cash in advance

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2. Open accounts

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3. Consignment sales

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4. Sight, time, or date drafts

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5. Letters of credit

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II. Pro forma financial statements and budgets

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A. Marketing budget

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1. Selling expense

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2. Advertising/promotion expense

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3. Distribution expense

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4. Product cost

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5. Other costs

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B. Pro forma annual profit and loss statement (first year and fifth year)

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III. Resource requirements

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A. Finances

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B. Personnel

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C. Production capacity

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IV. Executive summary writing guide

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V. Sources of information

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VI. Appendixes writing guide

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