Exports from Inside2017-08-03T17:27:53+00:00
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Exports from Inside

Major markets have high entrance barriers and do not allow a “quick shot” approach. Systematic approach processes, executed at the highest level, are basic requirements to achieve sustainable results and long-term cooperation.
For the market development, we choose the optimal model, whether this refers to direct development of key accounts or the appointment of suitable, local distributors. The best market entrance model is unique to each client and depends on the market, product range and the strategy deemed best for each company and individual opportunity.
Axis Blueschild applies a clear methodology for entering and developing new markets, with concrete targets, works, milestones and timelines.

Exports from Inside

Major markets have high entrance barriers and do not allow a “quick shot” approach. Systematic approach processes, executed at the highest level, are basic requirements to achieve sustainable results and long-term cooperation.
For the market development, we choose the optimal model, whether this refers to direct development of key accounts or the appointment of suitable, local distributors. The best market entrance model is unique to each client and depends on the market, product range and the strategy deemed best for each company and individual opportunity.
Axis Blueschild applies a clear methodology for entering and developing new markets, with concrete targets, works, milestones and timelines.

Keys to Success

Buyer Research & Selection

Efforts and resources are wasted when not addressed to the right prospects. We select the most promising channels and research within these avenues, uncovering the most promising, suitable buyers to approach. This research process is carried out by experienced consultants and based on the specific criteria of each individual client. The selected preferred buyers—who match the product profile of our clients—lead to high response rates in a much shorter timeframe.

Marketing Concept & Tools

Strong partners in major markets, whether these are clients or distributors, receive every day an immense number of propositions from all over the world, usually not having the time even to open them. Professional marketing tools, providing all relevant information in a concise and compact manner, are a must to gain buyers’ attention.

Intensive Resolution of Buyer Communication

The development of a new market is not an “on/off” issue, especially in view of the great number of strong competitors who are already established in that market. An intensive and systematic buyer communication process is required, including follow-up calls, sending of samples, organizing presentation meetings, preparing professional quotations—all phases supported by our local teams who know the markets and speak the buyer’s language.

Failure Management

Failures when entering a new market are usual. A very common mistake in this phase is just to go on hoping for better results without changing anything. The challenge is to identify the weaknesses and to execute the necessary optimization actions—ultimately overcoming any entrance barriers that exist—before burning more valuable opportunities..

Market Roll Out

There are no markets where a new client starts with high sale volumes. In practice, new suppliers become listed, tested and evaluated in small quantities at first. So, getting your foot into the door is just a first step. Intensive follow-up communication with the category manager is the key to increase order quantities and to extend the range of products. Having achieved its first business in the market, a new company has then to proceed to further business development initiatives like participation in local exhibitions, local advertising, media relations, and the like. We support our clients in this roll-out-phase.

Acquisition Projects

An acquisition of a local company can be a smart way to enter a market and the investment for such a move doesn’t always have to be a vast undertaking. We support our clients by researching the markets for suitable acquisition opportunities and running all the required steps for a successful acquisition.