Our series of videos on export is enriched with the new video above.
In the interview with Alberto Scanziani, an expert in export for SMEs, you will discover on a practical level what steps to take for a correct export strategy and what is the best method for setting up sales channels abroad .
Video pill
In particular, in this video you can discover how to get the best results from your export efforts, with these tips:
Knowing if the company has the right commercial resources
Identify partners and commercial resources based on the chosen channel
Have the resources to train, support and motivate agents
Building a relationship of trust over time with the foreign customer
Previous videos
If you missed the series of videos dedicated to the export theme, you can find the links here:
The content is really rich in ideas and information: if you need further support in identifying the right tool for your company, write in the comments below so as to enrich the discussion for other users with your question.
Enjoy!
Video Transcript:
Hello everyone, our export marketing column with Alberto Scanziani continues today we ask a very specific question to Alberto who highlighted to us what are the steps to take to start an export strategy but once we have analyzed the markets and understood how we must approach them on a practical level how do we get started? Yes we have seen that there is a preparatory phase, let's say, building the identity, setting up the conditions to start, then we have seen what is the choice of the market that is hopefully most suitable for the companies, now we need to, once we have identified which is the market or markets, we need to actually define an approach strategy, a strategy that is commercial marketing, so the first step is to see if the company has the commercial resources suitable for the mission that the company has set itself, it is important in the second instance depending on the chosen distribution channel, I simplify a lot, direct channel or indirect channel, to undertake the search for external commercial resources, so if there is an indirect channel I will have to look for retailers who are better defined in this case from the point of view of foreign countries or the sole importer or if there is no sole importer figure, various distributors at a regional level within the country of destination, or if instead I operate directly, that is, I do not need intermediaries, I will have to get busy looking for counterparts, once these have been identified, let's call them partners who can be intermediaries or agents, I must have the capacity and the foresight to have sufficient resources to train them to support them and motivate them we said previously that it is unthinkable today to harvest without having sown what does sowing mean? It means making them aware of what the company's mission is to train these resources that are both technical and commercial to give them the elements and fundamentals of marketing communication that they in turn will have to use towards end customers and above all involve involving them also means supporting them it seems trivial but then when it comes to packing your suitcase and going abroad then maybe the customer is very far away you have to be away for a week there is never enough time so I have to plan a significant amount of time to manage external resources another aspect that is important is to build a relationship of trust over time with the foreign customer that is to say I go back a bit to the discussion of not wanting to harvest in a hurry not wanting to invoice at all costs in the very short term it is important to build a relationship of trust therefore giving support in such a way that he feels supported
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