Today, with the help of experts, small businesses are able to identify, connect and do business with distributors and companies all around the world.
Many businesses consider exporting because the domestic market offers limited growth and profits. By contrast, the international marketplace offers enormous potential. To simplify, the best reason to export a product or service is to expand your sales on a larger scale and prosper.
If you want to be successful in your export sales efforts, there are a few steps that you cannot avoid.
The first step is to define a plan and a marketing strategy, before approaching any distributor. To be successful, a firm must first clearly define goals, objectives, and the problems encountered. This is when the foundation of a global brand is defined and absolutely decisive if you want to take the lead and define the rules of your distribution. We will keep it simple but will work with you to:
- Select which products to sell: Better to start with a short successful line and expand as sales build
- Work on a global pricing strategy: Why would your product’s retail price be less in New Zealand that it is in Australia? Same comparison between France and Germany
- Select a few foreign markets: There are more than 90 industrialized countries. Don’t chase orders all around the world .Channel your energies and define the territories on which we are going to focus. Decision can be made based on language, similarities with the US market, proximity, customs regulations … We will globalize your brand …one country at a time!
At We Globalize we have the expertise and a very hand on approach to sales and marketing. Once we have worked with you and defined a plan and a strategy, we will stick to it and persist.
Then comes the time to connect with prospective distributors.
We Globalize will spend time and money interviewing potential distributors, looking at the brands they already represent, level of sales by product category, mix of revenues , distribution channels covered, skill sets of their sales teams, financial stability, warehousing facilities and the level of marketing and PR activity in their market. We are looking for volume makers with strong financial backup but also for brand builders that are marketing savvy
The selection of each foreign distributor is crucial in building a solid ground for your export business. Once this review is completed and a final selection made, the contractual aspects are negotiated. These will include; territory, duration, sales targets, local pricing, initial inventory or demonstration and sampling products, review mechanisms, payment terms, possible training required, reporting schedules and, finally the distribution agreement is signed.
But don’t expect immediate results! Remember when you launched your line in your own domestic market?
Insufficient commitment can ruin the best strategy.
Often forgotten in this new partnership is the time that a distributor needs to learn his new manufacturer’s business. The distributor needs time to develop the market, organize sales visits to customers....
While all this is happening the distributor’s other suppliers of products are also demanding the attention of his best people to maintain their sales level. Before anyone realizes it, time has passed and the targets so enthusiastically set at the contract signing stage are way off.
This is why We Globalize will be constantly supervising distributors. We want to monitor their commitment to overcome the initial difficulties. We actively promote your brand and will insure that the distributor will dedicate all the resources necessary to meet the agreed targets.
We will make certain that foreign distributors receive proper care and constant assistance with:
- Training and information on products
- Orders, logistics, export documents and local regulations.
- Adaptation of your institutional marketing events, sales incentives programs
Working closely with distributors and constantly interacting with you, We Globalize will insure that your brand becomes successful in International markets
We Globalize provide a wide range of services to assist firms with their export operation. We have two decades of experience working with manufacturers, introducing their products and brands to specialized distributors Worldwide. Visit us at:www.Weglobalize.biz
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