Market Entry

Market Entry

 

We advise you on the way to success.

 

You want to enter a market in North Africa, the Middle East or Central & South Asia for the first time without having any network, relations or knowledge.

We advise you with our knowledge and network to build up a reliable business partnership.

We develop your customized market entry strategy to map out how to sell, deliver and distribute your products in a country within North Africa, the Middle East or Central and South Asia. In the case of a service being exported, our strategy defines ways of obtaining contracts and delivering them within the concerning country or region.

 

When you are entering a market we divide the following methods of selling your products or services:

Direct exports

We advise you on the way to market, sell and deliver your products directly to the client. In the case of services, we negotiate, contract and work directly with the client. By avoiding a middleman, you get a higher return on your investment, set lower prices and become more competitive. Furthermore, you have a direct relationship with your customers. If you want to take these steps read more about our performance improvement advisory.

Indirect exports

We find the right intermediary, such as trading houses, agents, representatives or foreign distributors, for you to role out indirect exports. We do the background checks and represent you during the first and following contact with your new partner as a part of our consulting services. 

Partnerships and alliances

We advise you on the way to form an alliance or partnership with a domestic or foreign company. Partnering with a foreign company can provide the expertise, technology, capital or market access that you might not be able to afford on your own. We also advise you allying yourself with a company from your home base market whose products or services complement your own to reduce costs through joint marketing efforts or the sharing of distribution channels. Exporting includes a number of other market-entry mechanisms, such as acquisitions and investments, joint ventures, licensing agreements, and selling to foreign governments. All these topics and more are included as advisory in our full service consulting.

Export intermediaries

If you choose to sell in foreign markets through an intermediary you could save time and money. The service we offer you at this point is to find the perfect match for you and build up a reliable business relation.

 

There are several ways to establishing this:

Agents and representatives

An agent secures orders from foreign customers in exchange for a commission. A representative is a specialized agent who operates within a specific geographic area and who sells related lines of goods or services. Both agents and representatives may be authorized to enter into contractual sales agreements with foreign customers on your behalf. Normally, you pay them a commission only when they sell your product or service.

Trading houses 

Trading houses are domestic intermediaries that market your goods or services abroad. A full-service trading house can handle many aspects of exporting, such as market research, transportation, appointing distributors or agents, exhibiting at trade fairs, advertising and preparing documentation.

Foreign distributors

Unlike agents, distributors actually purchase your product or service and resell it to local customers. Often, they set the selling price, provide buyer financing and look after warranty and service needs. They also usually provide after-sales service in the foreign market.