The year began and with it new projects, goals and objectives in Foreign Trade. So that these projects are not just on paper, it is necessary to have a strategic plan involving all sectors of the company.

For that, we’ve separated 5 strategies that will help all comex players to realize their resolutions this year.

1. Results management

Earnings management is a management model created by Peter Drucker that helps companies carry out their planning based on the results they want. This model brings several benefits to the corporate environment, such as:

• Focus on the result
• Transparency in objective
• Result measurement

For this model to occur effectively, it is necessary that all resources are applied, that is, that all company members have the same purpose and organize short, medium and long-term goals and objectives for each team.

• For the short term, identify the results the team seeks to achieve in the first quarter.
• For the medium term, define expected results for the first half of the year.
• For the long term, define results for the year, which will influence the following year, after all, good planning starts the day before.

To involve the entire team, it is essential to analyze the expected results and targets at different stages of the chain and in different sectors.

1 – Financial (Cost structure and revenue sources); 2 – Relationship (Partnerships, customers, suppliers); 3 – Distribution & Logistics channels; 4 – Resources.

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Within the topics above, it is possible to define goals such as:

• Number of TEUs and FEUs that will be shipped
• Market share;
• International recognition;
• Exploration of new markets;
• Increased number of processes;
• Reduction of errors and corrections;
• % reduction in term losses;
• % improvement in customer solutions;
• Improved customer relationship;
• Cost reduction;
• Innovation;
• Investment in marketing and sales;
• Investment in employee training.
• Increased production
• Greater logistical efficiency
• Return on investment

Do not limit yourself only to the goals mentioned above, each company has a different scope and must be analyzed individually.

During the year, in order to monitor each goal, the company must have tools to assist in its execution. Currently, one method praised by corporations is the Agile Model.

2. Agile Methodology

For the results to actually come out of the paper and not just remain in the planning at the beginning of the year, a strategy that transforms plans into action is needed.

The Agile methodology has four key elements that serve as a guide for companies seeking to optimize their projects more quickly and at the lowest possible cost. The elements are:

• Individuals and interactions over processes and tools
• Software running above comprehensive documentation
• Collaboration with the client over contract negotiation
• Response to transformations , more than following a plan

The most suitable framework to carry out Agile methodology is SCRUM, it is responsible for managing complex projects, that is, it is very welcome in foreign trade.

SCRUM conducts the projects and makes all the challenges visible to the team, there are periodic meetings that challenge each member of the company to declare what attitudes were taken to fulfill the final objective.

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The benefits of SCRUM are:

• Motivation to the team
• Focus on the final product (Customer Satisfaction)
• Challenge employees to bring innovations into the company

3. Use Technologies to Your Advantage

Companies that provide B2B (Business to Business) services should also notice and identify new trends offered to the final consumer, technology is revolutionizing the offer of products and services and anyone who wants to remain competitive in the market will have to keep up.

Use platforms, applications and tools that help you in your daily activities such as automated tracking of each shipment, automated follow-up, market research and access to new customers and suppliers.

As we heard in Benjamin Franklin’s old expression, “Time is money” , and besides, it is still PURPOSE, since when certain activities can be automated, as in the cases above, each team can have full focus on what really interests: CONSUMER SATISFACTION.

And it is not enough for just one sector to use technology, every company must have the mindset to use and always seek to innovate.

4. Analysis of different scenarios

Different scenarios must be analyzed to understand how and where the company will act.

international economic situation

Companies must be aware of what is happening in the international environment, to understand different ways of approaching their customers and remain prepared for an increase or decrease in demand for products or services.

It is impossible for a company to succeed if it turns a blind eye to what is happening in the world. Importers, exporters and all players in this area must be linked to international policies, agreements and conflicts.

In addition, over time, consumers in other countries may change their consumption habits, a country may increase its per capita income and start consuming more luxury products, or it may suffer an epidemic and demand more medication.