Perhaps the most daunting challenge any budding
exporter faces is to find buyers for his/her products. Selling in
international market has never been simple - with diverse language,
geographical distance, cultural difference and lack of market knowledge
posing real challenge to any manufacturer/ exporter.
How To Find Buyers
To put it simply, there are only two ways you can
find buyers of your products - either you find the buyer or buyer
finds you. Your sales strategy must take into account both the factors
and plan for effective use of both sources.
We shall analyze each source in detail and examine what steps an exporter should take to make best use of the opportunities.
How Important is the Internet in your Marketing Strategy ?
10 years ago - buying agents and trade shows were
the two most popular avenues for selling in international markets.
Participation in overseas trade shows was, and still is, prohibitively
expensive for most small and medium exporters. Internet has not
only made available new avenues for sellers, it has also drastically
changed distribution pattern. Today, conventional distribution channel
of Indian seller to large importer to distributor to local stockiest
to retailer is severely disrupted as small retailers from USA and
Europe regularly visit Indian web-sites and order directly. This
is a win-win situation as both buyer and seller stand to gain substantially
by transacting directly without middlemen. It does add to business
risks but profit margins also become very impressive by going direct.
Happy and Productive Surfing
Dr. Amit K Chatterjee
- Newsletter on Business Opportunties from India and Abroad
Vol: 6, Issue 8
; August 19' 2005