Due diligence is key
When you want to access a new market research is key. You have to understand how you can sell your product in that specific market: will it by the means of a distributor or an agency? Or will you be selling directly to the retailers? This will depend on the market. For example in Switzerland there are only two retailers so you can directly work with them. Whereas in the Middle East, you might want to prefer working with an agency who knows the market very well and will be able to handle to whole sales process. These agencies can reach many markets and therefore will potentially bring a lot of opportunities for your products. In other markets you might prefer working with distributors. In this case do research on them to see if they target the right consumers, which brands they are already selling, if they have the right level of coverage and ask yourself: “Is it where I want my product to be?” Prefer a distributor who is truly passionate about your products, someone who will become a true extension of your company. Another important aspect is to make sure that the contract you sign with the distributors of your choice is in your favour. You want to be able to walk out of the contract if the distributor isn’t doing well enough for your brand.
Make sure you can keep up with demand.
It might seem obvious to many for you have to make sure you can keep up with demand. When you have just started your business it might be difficult to produce large quantities in a short amount of time. Therefore don’t accept orders you can’t physically produce as it might damage and compromise your export business. You want to prefer taking several smaller orders instead so you can actually meet those demands and don’t
loose your credibility. Get on to larger orders when you are ready for it and your business has grown enough and you have the means for it. If you need more advice or need some help developing your export business, please feel free to complete the contact form below and we’ll get in touch with you to see how we can help you.