Strategy Learnings

http://www.marketingdonut.co.uk/marketing/marketing-strategy/exporting-and-distribution-strategy/breaking-new-markets-with-a-commercial-sales-agent If you can't afford to employ a dedicated sales person but want to target new markets, a commercial sales agent could offer the solution. Naomi Marks finds out how recruiting an independent specialist could increase your reach A commercial sales agent is a self-employed sales person who will sell your goods or services in return for commission. Businesses usually appoint agents because they need specialist help in reaching markets in a particular sector or geographical location. "They suit businesses where personal selling methods are preferred to arms-length sales channels, such as mail shots," explains Paul Brown, managing director of sales agent consultancy Agent Base. "Agents can also help those with a fragmented customer base," he adds. "Many small firms use them to access domestic markets,

http://www.marketingdonut.co.uk/marketing/marketing-strategy/exporting-and-distribution-strategy/develop-an-export-strategy Exporting offers the prospect of new markets, more sales, better profits and a greater spread of customers. Without a clear strategy, however, none of these benefits are likely to be realised. International trade is often more risky and costly than doing business at home. The first step is to find out whether your products have any international potential and to assess the strength of your competitors. Next, you will have to select the most promising markets, then decide who to work with and how to market yourself. Do not expect instant results. Once you do start to win orders, you will encounter legal, financial and logistical challenges, particularly as you may be working in a different language and currency. A disciplined, professional approach from the start will help you overcome these. Exporting can then develop into a highly profitable new phase