Choosing an Export Distribution Channel

Once a business has identified the market/markets to export to, the next step is to establish who will sell the product/service to potential customers and how it will be sold and distributed. How a business organises their sales presence in export markets is one of the key decisions to be made by an exporter. The choice of selling method will be influenced by the nature of the product/service. It is important to assess the usual local distribution practice with regard to similar products.

There are 2 main ways of exporting to overseas markets, these are:

1. Direct Exporting

• Selling Direct from the exporter’s location

2. Indirect Exporting

• Opening Operations in Overseas Markets

• Using a Commission Agent

• Using an Overseas Distributor

1. Direct Exporting - Selling Direct

Some larger companies prefer to purchase directly from the manufacturer without the services of a middleman. This typically involves making frequent sales visits to the particular country, as well as telephone sales or accepting of overseas orders on an e-commerce website. This can be a straightforward, cost effective way of entering overseas markets; however, it can have implications. It may leave the exporter remote from customers, and unable to share the exporting workload with partners or intermediaries.

Advantages of Direct Selling

• Existing resources can be used to start exporting into the overseas market • Enables a business to maintain full and direct control over the process • It is a strategy that can be easily reversed • Profit does not have to be shared with partners or intermediaries

Disadvantages of Direct Selling

• A good knowledge of the overseas market is essential in order to locate buyers and establish business relationships

• The exporter will be responsible for logistics, unless the business commissions a specialist freight forwarder to handle this

• The exporter is often remote from customers

• The exporter is unable to share exporting workload with partners

2. Indirect Exporting - Opening Operations in Overseas Markets

This is generally the most costly and time consuming method to enter an overseas market, however, it can be the most rewarding.

A business can set up an overseas operation by:

• Opening a local office, using existing employees as staff

• Setting up a new business in the overseas market – a locally registered subsidiary company. This is subject to local regulations and legislation

• Partnering with a local business in the form of a joint venture, to set up the new business with shared ownership

Very few companies will be in a position to immediately set up their own office with resident personnel; however, this is often the long term objective in the key overseas markets. Furthermore, there are vital legal and financial implications involved in setting up in an overseas market. A company should seek legal advice from a solicitor and an accountant business adviser when considering this option.

Advantages of Opening Operations in Overseas Markets

• Enables exporter to plan long term sales

• Customers take a product more seriously when it is locally based, especially when after sales service is required

• A joint venture enables the company to share the risk

Disadvantages of Opening Operations in Overseas Markets

• An in depth knowledge of local employment and tax law is a necessity

• If things go wrong, this could lead to very high costs

• Multiple financial implications involved

3. Indirect Exporting - Using a Commission Agent

An overseas agent represents the exporter in the overseas market, sells the exporter’s product or service to the overseas customer and routes orders back to the domestic market. Once the goods are paid for by the customer, the overseas agent receives commission from the exporter.

The commission varies from 2% to 15%, depending on the nature of the goods being handled. Commission should be included in the price quoted to the customer. It is essential to recruit a commission agent that has extensive experience in the particular business context, as well as relationships with potential buyers.

Advantages of Using a Commission Agent

• Recruitment, training and payroll costs of using your own employees to enter the overseas market are avoided

• The commission agent is well placed to identify and exploit opportunities

• More control over price and brand image are maintained when using an agent – compared with using a distributor

Disadvantages of Using a Commission Agent

o The exporter is still responsible for trade logistics such as shipping o There can be a problem with after sales service when selling through an intermediary o After sales service can be difficult when selling through an intermediary

4. Indirect Exporting - Using an Overseas Distributor

A distributor buys the goods from the exporter, and then takes responsibility for selling them on to a third party. The role of a distributor is to find customers for the exporter’s goods. Distributors bridge the gap between the exporter and the end-user customers. It is imperative to seek legal advice before concluding a distributorship agreement.

Advantages of Using a Distributor

• Using a distributor enables a business to access international markets, and avoid logistics issues and risks associated with trade

• It is a lot more straight forward for an established distributor to introduce a new brand into the market than it would be for the exporter

• Distributors normally invest in the marketing of the goods in order to boost their sales

• Many distributors buy in bulk, to ensure they carry a stock of the goods they are selling; they also look after warehousing and inventory control

Disadvantages of Using a Distributor

• Distributors often demand significant discounts and liberal credit terms from exporters, in return for taking on trade related risks and burden

• There is a risk of losing control of the way goods are marketed and priced

• Distributors frequently demand long periods of exclusivity, so therefore it is essential that the distributor has identified a potential market and has extensive experience in selling the particular goods

• Whilst a commission structure can be employed to motivate a sales agent, this is not the case with a distributor

Useful tips when choosing an agent or distributor

• The agent or distributor should be selling to the same companies which interest you

• Agents and distributors must have relationships with potential customers

• Do not give the agent exclusivity for too large an area – ensure that the area allocated can be covered effectively

• Consult your lawyer in relation to the type of agreement you intend to enter into with a potential agent, and do not sign any agreement without approval from your lawyer

• Verify your distributors financial standing to ensure he/she is financially sound

• Agreements made with agents and distributors should be formalised in a clear written contract!

Key points that should be included in a contract with overseas agents and distributors: Checklist

• Names and addresses of the businesses involved and the nature of the relationship

• A clear description of goods

• The geographic location in which the company goods will be sold

• The price received from distributors for goods and the price an agent will charge customers

• The commission an agent is to receive

• Due date of payment, currency and exchange rate

• Termination date for the contract agreement

• Confidentiality clause

• Intellectual property – identify the rights the agent or distributor has regarding the use of company titles, brands, logos, etc.

• Exclusivity – what rights the agent or distributor has to the goods

• Jurisdiction – Identify which country’s laws apply to contract

Qupact has launched an app to help companies find different types of sales channel partners to develop routes to market. Register for a FREE trial today and find Export Sales Partners and develop a Distribution Channel Strategy. http://www.qupact.com

A Complete Guide to Finding Export Sales Channels

It is essential for a business to research overseas markets before embarking on marketing, promoting and selling a product or service within them. In order to be successful in the overseas market, a business needs to find the most appropriate market and the best method to approach it. Furthermore, a clear understanding of the market or markets and how the product/service will fit within them will also increase chances of success. Entering an overseas market without this information could lead to very costly oversights. 

When a business is planning to export, it is essential to carry out extensive market research to assess the customers who will buy the product, the competition and the overall market situation. This is achieved through: 

Secondary Research Primary Research 

Knowing where to look for export information can be a daunting task for a business, particularly when they are not ‘au fait’ with the research process. 

Carrying out Market Research on Overseas Markets As mentioned above, market research consists of secondary and primary. 

1. Secondary Research 

Once a business has recognised that opportunities exist for them in the overseas market, these opportunities must be identified and quantified. 

Comprehensive secondary research (or desk research) is essential and will narrow the interest of a business down to a manageable number of markets. When exporting for the first time, it is advisable to concentrate on the traditional export markets which are the UK, EU and the USA, as they present fewer risks than other dissimilar countries. 

Secondary research may also be conducted to assist a business in gathering information under some or all of the following information categories. These include recent import statistics, size of local market for products, local economic data, competitors’ products and prices, import license, quota regulations and administration and tariffs to name but a few. 

2. Primary Research 

It may also be necessary to conduct primary research (field research) within the potential market. This is particularly useful in assessing customer needs, wants and requirements. Primary research offers the benefit of direct contact, through a survey or interview, with certain markets and/or customer groups, and can be tailored to meet the needs of an organization and provide specific and detailed information. 

Exporters need to assess potential target countries and the purchasing behaviour of customers within them. 

The following areas should also be examined: 

1. Market Issues 

2. Export Operations 

3. Infrastructure 

4. Legislation 

1. Market Issues 

In order to understand market issues, it is essential to fully understand local cultural influences. A product or service may be viewed as a basic commodity at home; however, this may not be the case in the overseas market. 

Another important factor to remember is that of language barriers. A business may need the local language in order to market the product effectively; otherwise access to professional translators may be necessary. 

2. Practical Research for Export Operations 

A business that plans to export overseas must undertake research to assess how the export operation should be executed in the overseas market. 

Distribution channels available for selling between different markets will vary, and a business may need to locate local distributors. The most suitable skilled staff will also need to be sourced, with this in mind, it is critical to research whether they are available in the particular overseas market. 

3. Infrastructure 

A further area of consideration for a potential exporter is the access the potential target market has to a communications infrastructure, including, telephone, fax and internet. The quality of air, sea, road and rail transport available may also need to be examined, particularly for a business that may have special requirements, such as, temperature, fragility and sell by deadlines. 

4. Legislation 

Legislation varies greatly in markets overseas, which will subsequently affect how a business sells into them. An exporter may need to adjust a product or operational set up in order to comply with local laws. 

The following areas should be investigated: 

1. Local export legislation and technical regulations 

2. Certification and testing requirements 

3. Local standards affecting existing and future products 

4. Patents and trademarks 

5. Staff qualifications 

In order to investigate whether there is a niche in the overseas market for a particular product or service, a business should ask the following questions in relation to the countries and the customers: 

Questions to ask in relation to the target Countries 

1. What size is the potential market? 

2. What is the political situation? – Is there an unstable political climate in the country?

3. Economic climate – is it favourable? 

4. Culture – Are there barriers to the products success? Will the product have the same value here as in the domestic market? 

Questions to ask in relation to the potential Customers 

1. Who will buy the product? 

2. What influences customers purchasing decisions? 

3. What role will the product fulfill for the target market? 

4. How much is the potential market willing to spend on the product? 

5. How will I sell and promote the product? 

By answering these questions, a business should be able to tell whether they can successfully sell into a particular overseas market. 

Useful tips when selecting export markets 

• Do not examine too many export markets at one time – refine your search! 

• Remember smaller markets can be as profitable as larger ones, so do not overlook them 

• Select a market that will offer sufficient potential to justify your efforts 

• Select a market that offers a degree of competitive advantage 

• Plan on investing time and money invisiting the market before committing to exports 

• Avoid markets in which import restrictions may restrict scope 

• Do not take on business that you are unable to handle 

Qupact has launched an app to help companies find different types of sales channel partners to develop routes to market. Register for a FREE trial today and find Export Sales Partners and develop a Distribution Channel Strategy. http://www.qupact.com

3 Steps to Develop a Successful Channel Partner Program with DataPACT

See how DataPACT APP can help you develop a sales channel strategy. Looking for distributors in Germany, France or elsewhere in Europe? Qupact will find them for you! Get 10 channels for free! Qupact has launched an app to help companies find different types of sales channel partners to develop routes to market. Register for a FREE trial today and find Export Sales Partners and develop a Distribution Management Strategy. Signup today! Visit http://www.qupact.com

Channel Partner Management

The Importance of Channel Partner Management

Partner management, also called channel management or relationship management, is one of the most important activities companies have to have under control. If third party channels are going to be your preferred Route to Market, place them at the centre of your business universe and place your processes and resources around them.

At Qupact we see channel management not as something that is “additional” to your company, but as the life-blood of your business. Companies should be engaged in a support process for the channel partner, rather than in a managing role by lecturing the channel partner on how to do better.

You can add as many processes as you like to this diagram; the main point is that channel partners should always be at the centre of the business if they are your Route to Market. It can be the case that your channel partner is performing poorly. It is then important to understand the reasons why. Is it the margins? Or the training? Or maybe the cash flow? Together with your channel partner, you should attack the problems and try to solve them. Fixing is almost always preferable to starting over.

For more information visit http://www.qupact.com/

Sales Strategy Pyramid

A sales strategy pyramid is a tool that assists in developing customer segmentation and channel strategies for your company. The pyramid gives a total picture of customers you serve at the moment and customers you want to serve in the near future. The purpose of the pyramid is to force the supplier to precisely define its channel strategy for the customers it is targeting in each tier of the pyramid.

Most businesses can describe their customer base in a pyramid in which the average customer spend increases and the number of customers decreases as you move up the pyramid. In the bottom tier there are many small customers. The number of tiers in your particular business is entirely defined by you and it is quite possible that in a 5-tier pyramid, only the top-tier customers are dealt with directly and all other tiers are handled by channel partners. Let’s illustrate this with a real life example of a company selling medical wear.

Direct customers are served without involving third parties. The company has its own sales force and serves these customers directly from Ireland. Customers are only a few dozen in number but generate 50% of revenues.

Distributors are channel partners and they can reach thousands of customers in different geographical regions. This indirect channel also sells other products such as school wear and sports clothing.

Web shops can reach tens of thousands of customers, most of the time individual practitioners. The company’s sales strategy is to generate web traffic and it creates demand through e-mail marketing.

The above example illustrates how much value channel partners can add to your business. These partners have their own sales strategies and bear all of the selling costs. There are different parameters for each tier and by using them you can build your own sales strategy pyramid. Have a look at our web app and try it yourself!

For more information visit http://www.qupact.com

Develop Sales Channels

Available Sales Channels

Many people lose the will to live when it comes to differentiating between the different types of channel partners that are available in export markets. One man’s ‘dealer’ is another man’s ‘agent’ and people often use the terms ‘wholesaler’ and ‘ distributor’ interchangeably.

But don’t let the jargon fry your brain!

Channel Development

Apart from licensing, franchising and joint ventures, you can pretty much split all of the other types of trading partnerships into one of two categories: Representation or Distribution. If you think what you are really doing with a channel, it will be either a commission arrangement or a buy/resell relationship. 

Distribution Channels
It doesn’t matter what the text in the agreement says – if your partner buys the product from you and sells it to someone else, it’s a distribution arrangement. If he has continuing authority to negotiate pricing with customers on your behalf, he’s a rep. Here’s a split of some commonly used terms to describe partners, showing which type of arrangement they constitute.

For more information visit http://www.qupact.com

Get The Channel Management Strategy For Boosting Your Business

If you are looking for better growth and development of your business, there is nothing better than the best sales partner to assure you the best results. Yes, all you just need to find out talented, experienced and amazing sales partners who can assure you the best results all the time.

We all know the current market very well and can easily find a lot of competition in almost everything products and services we found around us. However, this becomes a very complex challenge for all to earn by running business very well. So, here we come up with the best solution will help you to enjoy amazing growth and sales, you have ever expected before.

So, are you ready to know more about the best company which can assure you to give various services to take your business to the next level? Here is the complete information.

Why don’t you try out the below suggested source, which is here to upgrade your business by boosting your goodwill and sales? Yes, the same company is running its services and operations since 2002 and generated great revenues for various industries. Yes, you can also be a part of the same Channel Development if you are looking for the best services. Here are the services which you must consider-

Market mapping

Market mapping is all about analysis of market and make sure to generate various information by accumulating great data. All you just need to hire the same and experts will learn everything about your company and accordingly will check the market to come up with the best conclusions. Yes, they relate your company to the market and make sure to give you the best Channel Management Strategy to accomplish mission and vision of the company.

Market entry strategy

If you are a newbie and looking for great sales, you can expect to have a multi-tier and route to market strategy will definitely help you to enter in the market successfully as well as making great list of customers easily. Yes, it doesn’t matter what company you are forming and who you are, experts will help you in each and every cases and assure you the best results only.

Partner search

Are you looking for the best partner who can help you in pushing your sales? Well, with the help of Export Sales Channels team you can expect to have one or more partners from your target markets. Yes, and once you will get the same you can assure to have a great sales and access in each and every target market, successfully.

Competitive analysis

Competitive analysis is must and this will help you to build up better strategies than your competitors. Using the best experts, you will surely get the best Export Sales Partners as well as you will aware with the strategies opted by your competitors to beat you up. You can assure to know all the strategies and by intelligently manipulating the same you can easily make great fortune for your business.

For more information visit http://www.qupact.com

Finding Sales Channel Partners

Do you need to find European distributors or sales partners?

We have assisted companies in the successful recruitment of reps and distributors in the UK, France, Germany, Spain, Italy, Sweden, Finland and South Africa.

Finding the right partner is one of the most important investments you can make to develop your export market! The wrong partner can waste your time and lose you the opportunity of finding sales for your products and sometimes it can take 12 months before you are certain your partner has the ability to deliver on your sales and marketing targets.

If you are looking for better growth and development of your business, there is nothing better than the best sales partner to assure you the best results. Yes, all you just need to find out talented, experienced and amazing sales partners who can assure you the best results all the time.

We all know the current market very well and can easily find a lot of competition in almost everything products and services we found around us. However, this becomes a very complex challenge for all to earn by running business very well. So, here we come up with the best solution will help you to enjoy amazing growth and sales, you have ever expected before. So, are you ready to know more about the best company which can assure you to give various services to take your business to the next level? Here is the complete information.

Why don’t you try out the below suggested source, which is here to upgrade your business by boosting your goodwill and sales? Yes, the same company is running its services and operations since 2002 and generated great revenues for various industries. Yes, you can also be a part of the same Channel Development if you are looking for the best services. Here are the services which you must consider-

Market mapping

Market mapping is all about analysis of market and make sure to generate various information by accumulating great data. All you just need to hire the same and experts will learn everything about your company and accordingly will check the market to come up with the best conclusions. Yes, they relate your company to the market and make sure to give you the best Channel Management Strategy to accomplish mission and vision of the company.

Market entry strategy

If you are a newbie and looking for great sales, you can expect to have a multi-tier and route to market strategy will definitely help you to enter in the market successfully as well as making great list of customers easily. Yes, it doesn’t matter what company you are forming and who you are, experts will help you in each and every cases and assure you the best results only.

Partner search

Are you looking for the best partner who can help you in pushing your sales? Well, with the help of Export Sales Channels team you can expect to have one or more partners from your target markets. Yes, and once you will get the same you can assure to have a great sales and access in each and every target market, successfully.

Competitive analysis

Competitive analysis is must and this will help you to build up better strategies than your competitors. Using the best experts, you will surely get the best Export Sales Partners as well as you will aware with the strategies opted by your competitors to beat you up. You can assure to know all the strategies and by intelligently manipulating the same you can easily make great fortune for your business.

If you are looking to identify and recruit an indirect sales partner for your export market, contact Qupact International http://www.qupact.com

5 Tips for Effective Channel Development

From dealing with conflict between competing channels to implementing fair pricing policies, in the world of the international channel manager, there is never a dull moment. With ever-increasing complexity in the relationships that suppliers have with their various channel partners, it is often difficult to establish rules and practices that can be applied universally.

Having said this, there are some fundamentals that never change and 5 of the most common pitfalls that we've encountered in 25 years of developing sales through channels are as follows.

Effective Channel Development Tip 1 - expect the channel to take a business risk that you would not be prepared to take - many suppliers feel the channel should be prepared to takes risks (carrying inventory, extending warranty, providing customer credit, for example) that the it would not be prepared to take in that market. If it's not an acceptable business risk for you, the chances are, it's a bad choice for your channel partner as well.

Effective Channel Development Tip 2 - Remember that the end-customers are the channel's, not yours. The reason you're using the channel in the first place is because it has relationships with your target customers. The day you damage the channel's relationship with its end-customer or try to take it over, is the day the channel stops trusting you as a supplier.

Effective Channel Development Tip 3 - Maximise face-time - in the electronically-connected world in which we live, it's easy to replace face-time with conference calls, eLearning, eMail and social-media messaging. But people are still people and the especially where there are language and cultural barriers, the importance of meeting people and braking bread with your partners has never been greater.

Effective Channel Development Tip 4 - Know the people in the partner company that succeed by selling your products. It's not enough to deal with the senior management; make sure you understand which people in the channel get a success when your products or services sell. Then build relationships with them. They're the individuals that will make or break your business in the long-run

Effective Channel Development Tip 5 - Demonstrate unswerving loyalty - like any partnership, a channel relationship depends hugely on the trust that exists between the two people responsible for its day-to-day functioning. Break that trust once and it's almost impossible to rebuild. So, don't make promises your organisation can't keep and never let the channel find out about your plans for its market from a third party.

All of these are common-sense, but we are constantly amazed at the number of times exporters infringe or ignore the basics. For more information visit http://www.qupact.com/