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.
Choosing the right product to export: How to make a cost-efficient entry in an overseas market and boost your chances of success.
This article is a campaign against what we have seen a couple of times: A small business is approached online by an overseas distributor. So happy to potentially start exporting, the small business signs up the distributor straight away! It is a very common mistake. My message is BE PICKY!
To grow your sales in Europe: should you hire a rep to generate sales or generate sales before you hire?
A few years ago I made the difficult decision to cease working with a client. I had started exploring opportunities for his company in a European country, visiting end-users, generating initial leads and connecting with potential partners.
Having the right partner is an essential part of your strategy when expanding to Europe. Thus you have to evaluate them carefully. Here are a few things to take into account when choosing your partner .
Now you have engaged your distributors on a plan for the year. More often than not, then companies forget to manage that programme!
In the initial stages, you may not need a very sophisticated distributor programme. The focus will mainly be hand-holding your distributor. Remember that they have other products to sell and naturally their sales representatives won’t focus on a hard sell. As a new product in their range, they may feel that it is a harder sell than their usual products range.