Export Marketing – A Planned Approach

The best way to succeed in export marketing is to treat your export business as a new business unit, separate from your domestic market.

Like any new business, your export business must receive the benefit of a well-conceived plan that incorporates much of what you have learned from your domestic marketing experience, combined with new intelligence to help guide you through uncharted waters.

Success domestically does not guarantee success overseas, as although, many of the basics still apply, there are many subtle but significant differences to be aware of.

This especially applies to non-English speaking Asian countries where, cultures, customs and tastes may differ to the point where you need to revisit aspects of your product or service offer.

Export Marketing Partnerships

Unless you are considering the establishment of your own sales team in your country of destination, then you will need the support of locally based sales people such as agents or importers. You may wish to represent yourself directly to major customers who are happy to deal direct.

Either way, these decisions will require careful consideration after analysing all associated costs and margins.

It’s important to be well presented when it comes time to talking to potential sales partners, and that means having professionally prepared sales materials and presentations.

If you are exporting products that require transport, other important export marketing partners will include people such as freight forwarders and agents.

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