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.
In this third episode, we will uncover a critical step when working with distributors. This step sets the basis for either success or failure. This is where small businesses often don’t know how to frame their approach to distributors or partners.
In the first Episode, we have looked at profiling your distributor. Now we will focus on selecting your distributor. Too often, I have discussed with small Australian businesses that just signed up a distributor that approached them. They just had not gone through a selection process
Here it comes again. It’s Trade Show season in Europe and in other parts of the world. My business Exportia is involved in six major trade shows between August and December, representing clients from a broad range of industry sectors including welding, safety, education, leisure vehicles and trucks.
A few years ago, I made the difficult decision to cease working with a particular client. We had started exploring opportunities for them in a European country – visiting end-users to get a feel for the market and generating initial leads, as well as connecting with potential partners. My challenges dealing with this client stemmed from the fact that he wanted to do business in Europe exactly the same way as in his home market in Australia.
For the last ten years, I have been working with Australian small businesses from various high-tech sectors
To help you navigate the process of finding the right country to target, we have created a simple five-step checklist
Managing the European calendar and what it means for your sales
Explaining how we at Exportia assist small and medium-sized enterprises to create market opportunities in Europe.
Putting my disappointment aside to see the UK leaving the EU, now is the time to watch how things will evolve. And for me how it will impact our clients in the coming months or more likely years.