Once you have researched and validated an export market opportunity for your products and know your preferred route to market then it is time to start prospecting! Making contact with suitable overseas retailers, food service providers, HORECA customers, distributors and buying partners is fundamental to starting export sales.
For many global markets though accessing and especially engaging these key potential customers is challenging. It can take significant time and investment to find the relevant route to market in the first instance. Followed by selecting the appropriate partner or person, understand how best to make the approach and enter into a sales dialogue.