strategic partnerships are often formed during Trade Shows in Europe. We have seen this trend for every single client, they met their best distributor at a show. They came across a large customer at a conference.
Do you know how much your customers value a good customer service experience? Perhaps you know how much your customers are willing to pay for it? Excellent customer service will help you generate more income from your customers. It’s one way to boost your income with your European customers, whether they be public organisations or large [...]
In our years of working with Exporters into the European market we have found there are six common objections a European Customer will express to a small innovative business. The purpose of this blog is to share some common strategies we recommend to overcome the objections when buying a new product from a new player [...]
strategic partnerships are often formed during Trade Shows in Europe. We have seen this trend for every single client, they met their best distributor at a show. They came across a large customer at a conference.
We have often found that Exporters to Europe often develop as a company into a stronger and better learning organisation. This has been recently confirmed by a recent Malaysian study that states "there seems to be a positive correlation between exports and innovation of firms". While exporting to Europe, exporters are exposed to a more [...]
Our 16 years of setting-up European distribution networks has taught the team and myself about the best ways to find European distributors.
Here at Exportia, before approaching European distributors or multinationals, we collaborate with CEOs first to prepare our sales pitch. Because they are in charge and fully aware of the issue their business solves, they know what motivates customers to purchase their solution or product. To prevent sales from failing, you must consider several factors when [...]
Now that you have activated your distributors by generating leads for them, by identifying your future sales champions for them, it’s time to manage them more closely. The objective is now to make sure that this partnership is working. For that, you need to manage them. The way you manage your distributors is first by establishing [...]
In my experience working with small businesses, the most typical mistake after they pick a distributor, is that they believe the job is over. Activating distribution channels is one thing I help my clients with. By doing this, you are securing your distributor’s attention. Keep in mind distributors have other things to promote, and their [...]
As a small business, you may not know how to approach distributors or partners, so engaging your distributors is key to the success of your exporting efforts. There are different ways to approach them, and one of them is when you attend trade shows or digital congresses. Directly contacting your selection of potential distributors is [...]
