Research from Chamber of commerce & industry of Xanthi

methodology tool for identifying export prospects


The modern business environment is more competitive than ever. Business activities and financial transactions are now expanding globally, with a dramatic increase in the strength and complexity of the interconnections and interdependence between the markets and economies of different countries.

In the era of the globalization of markets and the internationalization of economic activities, as well as the rapid changes and developments, all companies, regardless of size, sector of activity, origin, institutional or capital composition or administrative structure, face the problem of choosing an internationalization model for expand into the global business environment.

The present study aims to be a useful tool for the managers of small and medium-sized enterprises who consider the internationalization of their activities in foreign markets.

The study was prepared in the framework of the third work package (WP3: Current Status Analysis – Assessment & Tools ), of the project “Boosting Business Support to SMEs through setting up Mobile Fair and innovative services in the cross – border territory ”, with the acronym “FAIR FOR ALL”, of the INTERREG VA Cross-Border Programme “GREECE – BULGARIA 2014-2020” and includes an analysis of the current status of the trade in international and cross-border markets, the way that international trade works and the strategies & methods of entering foreign markets. The stages of internationalization of a product are also analyzed, as well as problems and barriers that the company may encounter. At the same time, the methods of identifying export opportunities are recorded, the characteristics of the target markets and how these characteristics affect the export performance of the companies. This is followed by a research of strategies and tools that lead to the optimal selection of the target market, with the aim of export expansion, analysis of a specific export plan so that it can be used by Cross-Border SMEs and finally an analysis of case studies of successful export companies.

"Methodology Tool for identifying export prospects"

1.1 The Operation of International Trade. 

1.2 The Difference between International and Domestic Business Activity.

 1 .3 Stages of Internationalization of Business Activities.

1.4 Exports. 

1.5 Global trade trends from the United Nations Conference on Trade and Development

 1.6 Trade trends in major economies.

 1.7 Economic relations between Greece and Bulgaria. 1.7.1 Trade in Goods. 1.7.2 Trading Services. 

1.8 Direct Investments. 1.8.1 Greek investments in Bulgaria. 1.8.2 Bulgarian investments in Greece.

 1.9 Institutional framework of economic cooperation between Greece and Bulgaria

2.1 Opportunities in Emerging Markets. 

2.2 Development of Potential Market 

2.2.1 Demand Forecasting. 

2.3 Cultural Distance. 

2.4 Comparative Market Advantages. 

2.4.1 Income Inequality. 

2.4.2 Gender Inequality. 

2.4.3 Economic Freedom.. 

2.4.4 Infrastructure. 

2.5 Conclusions. 23

a aliqua minim veniam.

3 .1 Internal Barriers. 

3.1.1 Information Barriers. 

3.1.2 Functional Barriers. 

3.1.3 Marketing Barriers.

3.2 External Barriers. 

3.2.1 Government Barriers. 

3.2.2 Procedural Barriers. 

3.2.3 Culture Barriers. 

3.3 Summary. 

4.1 Market Segmentation. 

4.2 Export Expansion into Related & Remote Markets. 

4.3 The Systematic Approach to the Selection of the Target Market 

4.4 The Effect of the Characteristics of the SMEs in the Target Market Selection Process. 

4.4.1 The Size of the Company. 

4.4.2 The Company’s Experience in International Activities. 

4.4.3 The Export Orientation of Businesses. 

4.4.4 Strategic Alliances. 

4.5 The Foreign Markets Opportunity Analysis Tool 

4.6 Export Readiness Assessment Questionnaire. 

4.7 Proposals. 

5.1 Concept and Definition of International and Export Marketing. 

5.2 The Importance of the Export Business Plan. 


  1. Presentation of the enterprise. 
  2. Products and Services. 
  3. New market entry strategy. 
  4. Financial planning. 


6.1 The successful case of NanoPhos. 

6.2 The successful case of Raycap. 

7.1 Useful addresses. 

7.2 Countries profiles and performances. 

7.3 Information on Tax – Customs issues & Export Procedures. 

7.4 Bodies – Organizations. 

7.5 International Exhibitions. 

Skip to content