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Best practice in developing export sales Your Gateway to New Markets gatewaybaltic

Best practice in developing export sales Your Gateway to New Markets www.gatewaybaltic.com. We are the leading company in the Baltic s tates providing Market and Export Intelligence services. In short.

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Best practice in developing export sales Your Gateway to New Markets gatewaybaltic

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  1. Best practice in developing export sales Your Gateway to New Markets www.gatewaybaltic.com

  2. We are the leading company in the Baltic states providing Market and Export Intelligence services

  3. In short We add intelligencewith our local knowledge and expertise in markets combined with a professional and personal approach. Markets: Baltic states: Latvia, Lithuania, Estonia Nordics: Sweden, Norway, Finland, Denmark EU: Germany, Austria, France, UK, Spain and other EU EasternEurope: Poland, Czech Republic and other CEE CIS: Russia, Ukraine and Belarus We have served over 300 clientsintheirinternationalmarketdevelopment. Partners: G G G

  4. Market Intelligence: Understanding the market Export Intelligence: Export partner attraction International Market development

  5. Market competences Finnish market expert Baltic team Scandinavian market expert GatewayBaltic has developed a networkof local market proffesionalssupporting our clients with market intelligence, market entry and market expansion services UK and Northern Ireland Market expert Russian and Belarusian market expert Dutch market expert Eastern Europe market expert German and Austrian market expert Ukrainian market expert French market expert Spanish market expert Portuguese market expert

  6. Clients A wide range of Market Intelligence projects for companies interested in the Nordic, Baltic states, Germany and Russia. Export Intelligence clients are companies interested in new markets. The service range from partner attraction projects and export sales management to other action-oriented export activities.

  7. Estonian clients and partners Estonian partners

  8. Market Intelligence Correct market information is the basis for strategic decision-making. We add value by providing services like: - Market comparisons for choice of the strategic market • Product intelligence - product, price, specification , local market specifics • Partner intelligence - profiling potential partners in the target market • Competitive intelligence - competitor profiling • Supplier intelligence - sourcing, checking current suppliers’ status As well as regular market monitoring of the strategic markets. Analyze to Understand

  9. Client: Oskando Sweden & Finland, Norway | Fleet Management system market Task: To evaluate the market size of usage of GPS tracking systems NEED To see if there is a market niche for a new fleet management solution developed by Oskando, there was a need to understand the Fleet Management market in Sweden, Norway and Finland. SCOPE The market size was estimated for each market. Existing fleet management companies profiles were created basing on the data obtained from interviews with fleet management companies and documentary information obtained from them. Additionally, overall industry overview was compiled basing on data retrieved from official statistics. RESULT Sven Aulik, Sales and Export Manager, Oksando Before entering foreign markets with our product SeeMe, innovative fleet management system, we decided to gain knowledge about them. The research done by GatewayBaltic team for Norwegian, Swedish and Finnish markets, gives the specifics and insights of the markets, also provides information on potential and competitive advantage of our product in the markets. We are pleased with GatewayBaltic work as now we know for which market our product would be suitable the most.

  10. Export Intelligence Export Intelligence is our approach to bridge the way to a new market: • Sales channel creation and partner profiling– introduction of the Client’s product/service to potential partners in the target market; • Match-making events for groups of companies who need to find potential partners in the target market; • Export management– a continuous service where GatewayBaltic consultants are in the role of export sales managers. Strategy into action

  11. Client:IPA Finland, Norway, Germany, Sweden, Denmark |Electro-mechanical solutions Task: To find potential business partners for long term cooperation in European market. • Defining the partners • Specialized producers in the same industry • Producers (end-users) in different industries Partner search 26 companies contacted in Finland 23 companies contacted in Denmark 44 companies contacted in Germany 24 companies contacted in Norway 21 companies contacted in Sweden Result Overall 22 companies have expressed willingness to meet with IPA’s representatives. 9 companies are considering to start the cooperation in the future. Roman Klepikov, Management Board member, IPAAs we realised that local market is not enough for us we decided to expand abroad. Thus with the support of GatewayBaltic we introduced our product to potential partners in Sweden, Norway, Finland and Germany. We understand that in order to start exporting we will have to input a lot of effort, but we appreciate GatewayBaltic work as the first steps are done.

  12. Client: Largest Latvian poultry meat producers Sweden| Frozen poultry products Task:Export management to the Swedish market for the poultry products • Defining the partners: • Importers of frozen meat products • Wholesalers of food towards the HoReCa sector • Export management • Regular communication with Swedish and Danish partners for sales of the poultry products • New export product development – salad chicken, sliced chicken • RESULT • Regular sales of 100 t per month of the poultry products to Swedish market over five year period. • More than 3,5 mill EUR sales per year to Sweden which is 1 % of total consumption, and 2 % of import.

  13. Export formula =

  14. Critical steps for EXPORT

  15. HOME WORK Preparationforexport

  16. HOME WORK Which market? • The product too big • The car’s are not stolen • Noone knows what it is • Special test needed Analyze > Decide > Focus Market Intelligence: Export Intelligence

  17. Export is one phone call away Aim of the call: NOT to SELL Rather emphasize interest in FUTURE cooperation and PARTNERSHIP and organization of a personalmeeting.

  18. It iseasy to do businesswithyou We have to make life easy for our client We have to asure of the best possible service We have to make them trust us

  19. At the moment when the first export contracts are signed and it seems that all the most difficult work has been done it is worth remembering a saying: „It takes years to create a market, and few days to lose it.”

  20. Qualityineverythingyou do

  21. It is fun to do business with you

  22. With pleasure we will discuss how we can add intelligence to your business! MartinsTiknuss ExportandmarketIntelligence Martins.tiknuss@gatewaybaltic.com MarjeKangsepp Estoniamarketmanager marje.kangssepp@gatewaybaltic.com MichaelTiffin Marketconsultant michael.tiffin@gatewaybaltic.com GatewayBaltic www.gatewaybaltic.com

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