Creating Demand On A (Non-existent) Budget


Building a brand in a new territory takes more than just finding a distribution partner, sending a price list and waiting for the orders to roll in. You need to do some work to create demand, both with the end-user of the product (consumers) and with those that will help you get your products or services to market (distributors/retailers). I see this as the work of the Sales Manager, rather than relying on distribution partners.
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Why Overseas Partner Searches Are More Involved Than You Think


During the past two years, Xport has carried out several Partner Searches for Finnish companies who want to grow their overseas business. This has been done for several different industries going to different countries. We have done this to invite people to meet at a trade show booth, arrange face-to-face meetings or find distribution partners.

Naturally, we don’t have direct contact to all the potential purchasers in every sector in every country, so this is how we go about the task: More than just cold calling, it is not a quick process. It often involves several calls & e-mails over a period of weeks.
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Market Research: Learn more about your target markets

Miten hankkia tietoa potentiaalisista kohdemarkkinoista? Onko kannattavaa tehdä markkinaselvitys kun yritykseni tähtää uusille markkinoille? 


Knowing your potential market can provide you with a stronger foundation, built from the most basic information: ease of market entry, price placement, cross-cultural differences. The most relevant information is deeper than any of those.

Research doesn’t need to be a long, drawn-out project. At Xport, we don’t waste time looking for things you already know or information that isn’t relevant, only the information that you need. We ask you, “What do you need to find out?” It can be a list of potential contacts, information about competitors and their pricing or even the number of current/potential distributors for your product.
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