Export knowledge

If you plan to expand you company abroad, you will also have to take into account the investments that go along with it. A new market entry may easily costs you 100,000…

A foreign sales agent is an entity or person acting as a foreign representative for a local business. An individual or firm that serves as a foreign representative for a domestic supplier…

A practical framework for assessing demand, positioning, distribution and launch economics when introducing food products in France.

If you plan to expand you company abroad, you will also have to take into account the investments that go along with it. A new market entry may easily costs you 100,000…

The e-commerce market in the Netherlands is dominated by a small number of players, depending on the category. Shipping goods within Europe is easy.

If you are going to invest in a company with international expansion plans, you want to make sure that their product or service has good chances of being successful in the countries…

Getting a new distributor depends on two things: finding him and convincing him to work with you. There are many ways to identify potential distributors: online, through trade shows or even through…

A clear market-entry strategy defines where to compete, how to reach customers and which investments to make before entering an unfamiliar foreign market.

If you want to export to new markets, then you first need to select the right countries to do business in. This can be a country where you get enquiries from, but…

Retailers may charge listing and slotting fees for shelf space, product introductions and promotions. Understand these costs before calculating your channel margin and launch budget.

Typical distributor margins range from 3% to 30%, but the right percentage depends on channel costs, commercial risk, sales volume and each partner’s contribution.

A practical framework for distributor incentives, responsibilities, targets and review moments.

Once you have a strategy on how to enter a new market, you can start estimating the expected revenue and related costs. This is the basis for your Return on Investment calculation.

Partnerships can be used for developing innovative products, for getting new channels towards your clients, or to acquire economies of scale.

Sales agents can open a foreign market without taking ownership of your products. Their commission should reflect the work, risk and support required to create and close sales.

A capable distributor can provide broad market coverage without the cost of building a local sales organisation. The challenge is finding, assessing and motivating the right partner.

How serious games create value through realistic decisions, feedback, collaboration and measurable learning rather than entertainment alone.

Finding clients and developing your business abroad is always a challenge. Selling in a country that you are not familiair with is always harder and takes more time than setting up sales…

A back-to-back agreement is an easy to conclude form of partnership, mostly used if you work together on one specific project. The parties remain independent, no new legal entity is created.

An important aspect when planning a new market entry is to forecast the revenue that you can expect in the first years when entering a new country.

If you want to sell your products or services in a new market, you will need to invest in setting up your distribution and marketing. You may also have to adapt, certify…

International expansion often requires a local partner. Compare distributors, agents, franchisees and licensees to choose the model that fits your market, product and level of control.

If you want to invest your money in the development of new markets, it it wise to do some research first in the countries where you want to be active.