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.
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?