During my career in sales, I have often participated in sales meetings or at accounts planning.
Occasionally I am reminded how different I am to the typical Australian, not having grown up in Australia, but in France.
When there are large economic powerhouses like BRIC (Brazil, Russia, India and China) and the US available to do business with, why should your organisation consider exporting to Europe?
Recently I was visiting one of our clients and we discussed how we should refine our distribution strategy for Europe.
To grow your sales overseas, at some stage you will need to decide, which is the better option for your business, engaging sales agents or hiring your own salesforce.
For the last 11 years, at Exportia, I have mostly organised, contributed to or led sales meetings with sales agents in Europe and with sales teams across the globe.
There is a lot of information that is at your fingertips and that are very useful to collect and analyse when you get ready to export to Europe. Small businesses underestimate the mine of information they can already gather inside their organisation and in their local market.
When I talk to small Australian businesses about the development of their sales in Europe, there is one subject that often comes up it is hiring staff in Europe. Either they mention to me that they hired a sales rep in Europe and it did not work, it costed us a fortune and did not bring any sales.
Australian small businesses and exporters want to do business with large multinationals such as SUEZ, ALSTOM, BAYER, SAP, SIEMENS, AIR LIQUIDE, AIRBUS and why not the latest submarine contract holder DCNS as well? These are just a few examples.
As a CEO or as a small business owner when you start to venture into Export Markets, for some time you will travel frequently, before you reach the stage where you set-up your local team. I am a small business owner myself and I have been travelling regularly to Europe on behalf of our portfolio of Australian clients.