Sales
We can help you to establish a sales network within your new location. There are various methods of doing this as outlined below.
Selling directly from the your current location
We can help you to set up direct selling in your new target market. Our consultants can help you to extend the focus of your existing sales force and generate direct sales via telephone and email, set up an e-commerce website and accept overseas orders. Selling directly from your current location can be a simple and cost-effective way to enter an overseas market. We offer a complete service identifying buyers, building key sales relationships and closing deals.
The big advantage of direct selling is that allows your business to enter new markets with minimum risk and commitment. We can help you to utilise you existing resources to start exporting into your new market. Through direct selling you can maintain full and direct control over the process - including all aspects of the marketing of your goods. Direct selling allows you to cut out the middleman. However, operating at a distance far from your customers can create some hurdles to overcome.
With our help you can over come the problems that may otherwise arise due to your distance from the market and from potential customers. We can help you to find credible buyers and build strong relationships. We can help you with sometimes tricky logistics and customs issues. We can help you to overcome translation services to help you overcome language barriers.
Opening an overseas operation
This involves opening your own branch or subsidiary in the new market, or entering into a joint venture with a local business. Having a presence on the ground can be very valuable, but setting it up and maintaining it will involve a lot of planning and major resource commitments.
We can help you set up a local office, register a local subsidiary company or find local partners to set up a joint venture.
Exporting in this way gives you the on the ground presence to identify and exploit opportunities in your target market. It also gives you the flexibility to control your operation, and expand if necessary. This is very a good long term strategy and we can help reduce the complexity and increase the viability of this option. Having a local base will help you to establish credibility in your new market. Opting for a joint venture allows you will be able to share the risks and benefit from your partner's local knowledge and reputation. A local subsidiary company offers limited liability if things go wrong and is also easier to expand than a local office.
Since this option may require significant resources, we can help to reduce the administrative and managerial burden. We can advise you on corporate, employment and tax law in the new territory, and use local knowledge to help you. We can help minimise the costs and risks of your new venture.
Using an overseas sales agent
We can provide a sales agent to act on your behalf. The key benefit of using an overseas sales agent is that you get the advantage of their extensive knowledge of your target market. Using a sales agent you can avoid the recruitment, training and payroll costs of using your own employees to enter an overseas market. An agent has the advantage of be well placed to identify and exploit opportunities. We can exploit our local networks to save you wasting time building new ones. Using an agent allows you to maintain more control over matters such as final price and brand image - compared with the other intermediary option of using a distributor. Our consultants are can help you manage shipping and other trade-related logistics.
We can also support you with after-sales services. We can take control of marketing and brand image in your new market. We have vast experience selling a range of products and services and have a excellent local networks to access. We pride ourselves in developing the most constructive of relationships. We also have the legal expertise to ensure that relationships are soundly contracted.
Using an overseas distributor
A distributor buys goods from you directly, and is then responsible for selling them at a profit in the overseas market. While the role of a sales agent is to find you customers, a distributor is your customer. The main advantage of using a distributor is simplicity. Distributors enable you to access international markets while avoiding logistics issues and many trade-related risks. The distributor will take responsibility for the shipment of goods, and the accompanying customs formalities and paperwork.
It is sometimes easier for a distributor with an established reputation and contacts list to introduce a new brand to the market than it would be to go it alone. Also distributors generally spend on marketing to support their sales effort, although they will sometimes expect you to make a financial contribution. We can source distributors to buy in bulk, and take care of warehousing and inventory control in the overseas market.
We use our experience to negotiate with distributors to get you the best possible deal and supported by a sound contract. We can keep checks on distributors to ensure they are motivated to promote your goods. We can negotiate periods of exclusivity and ensure that the distributor has good experience selling your type of products and has customers for the kind of goods you sell.
