First Steps to Exporting

3. Choose Your Market Route

3.1 Consider how you will market your product or service overseas.

• You need to tailor your market strategy according to your sales target. Will you sell direct to small businesses, to a wholesaler or distributor, or via a sales agent?
• If you are selling to another business, such as a distributor or agent which will sell your products in the target market, you might need to promote your product via your website or through advertising in trade publications.
• Whether you are selling direct or via a distributor, trade exhibitions abroad are an effective method - but they are costly.

3.2 Choose your foreign sales presence.

• An export agent will find buyers for your products or service and receive a commission on sales. Maintain regular contact with the agent and keep them informed of new product developments.
• A sales distributor will buy your products from you and sell them on your behalf. They will and can be used to conduct activities such as research.
• A joint venture with a local business will give your business access to established markets. However, the costs of running an overseas branch or office can be high.
• Selling via the Internet is a low-cost option. Make sure you can fulfil orders quickly and efficiently.