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International Marketing: How to Sell Products Internationally (Export)

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International marketing how to sell

products internationally

there is profit to be made in export the

international market is much larger than

the local market growth rates in many

overseas markets far outpace domestic

market growth

meeting and beating innovative

competitors abroad can help companies

keep the edge they need at home in this

video you'll discover ten extremely

powerful tips to successfully sell you

products or services overseas starting

now

one know your target market

select your market country based on the

need you perceive for your product in

that market

to know your competition

find out who your competitors here in

the USA are and where they export to who

are their distributors or sales outlets

in your target country

find out who potential local competitors

are in that country and where their

products originate from

find out pricing information

three should you go into that market

now that you have this basic information

you need to decide if it will be worth

to your effort to proceed with this

country usually the decision to market

in a new country has far-reaching

effects on the following product

development pricing financial and

staffing

do you need to conform to special laws

and standards iso 9000 metric etc

does your product come under export

restrictions strategic high tech

products

does your product require specially

trained technical support do you need to

translate documentation warning

translations need to be done into the

translators native language he or she

must be familiar with your industry

for distributor vs. own sales reps

should you market your product yourself

or through a distribution network

using your own sales reps means they are

your employees and therefore you have

control over their sales efforts it also

gives you presence in that country

the downside is that it is expensive you

pay them whether you sell anything or

not

unless you are there physically you

don't really have control over their

activities and there is a ramp up time

since most likely they don't hit the

ground running

distributors in contrast are established

companies with their own presence

infrastructure and hopefully success

they are already staffed and have a

market established and they may have

already a pipeline prospects for your

product the downside is that they

usually represent many other products as

well

five how to

a distributor

the US Embassy in that country can help

locate distributor candidates for you

there is a fee associated with that

check with the Department of Commerce do

see

you can also check online trader Eck

Therese for the region and local trade

publications for ads from distributors

you may want to ask another company

which is similar products to yours not

competitive and find out who they are

using in that country

after you contact potential distributors

find out who they are representing how

many products how many sales reps they

have what their annual volume is what

they feel the market for your product

might be

when you have interviewed several

potential distributors on the phone or

email spend the money and visit the

country and meet them personally

you will also get a first-hand feel for

the market that is very important you

may want the same distributor represent

you in several countries the distributor

may have several countries because the

markets may be small Hong Kong Singapore

Thailand Malaysia etc

six agreements

it is of utmost importance that you

execute a distributorship agreement or

sales rep agreement which has been

reviewed by an attorney with

international contract experience

it should contain aside from the

boilerplate clauses length of term

information to what degree the

distributor has the right to disclose

information pricing policies discount

policies technical support policy

training customer training who pays for

documentation Commission's or royalties

and sales quotas if a distributor wants

and gets exclusive geographic rights

then quota requirements are a must

if a distributor does not make quota for

a specified number of times he can lose

for distributorship or the exclusive

status

seven support

you have to consider what kind of

support your distributor or sales rep

will get if it is an easy product then

probably very little technical support

is required high tech products like

hardware and software require skilled

technical support not only from you to

the distributor but also from the

distributor to the customer

eight potential for your products

establish what the potential market for

your product is you may have to do some

research through local channels

what is the life for your product is it

something consumers will purchase on a

long-term continual basis or is it a

seasonal product or fad

is it a capital purchase which requires

regular maintenance long term is there

residual income from maintenance support

value-added services

ix cost of marketing overseas

when putting together the marketing plan

cost of marketing overseas is a major

consideration

if you decide to market in one country

how much more expensive would it be to

market to a number of countries in the

same region cost factors are travel and

related expenses regional and local

trade shows local training documentation

translations added technical and other

support adaptation to local standards

and laws

ten long-term commitment

when a decision is made to sell a

product in foreign markets it is a

long-term commitment the first 12 to 18

months are difficult to best and most

likely will not show a profit the

company and the product must build

customer confidence only a long-term

commitment will provide this

when making a marketing plan it should

contain sales and cost figures for at

least five years which are updated

annually and reviewed quarterly if

approached properly a comprehensive

business plan is essential

thank you for watching please like this

video

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