Market Readiness Evaluation: Initial review of likely market-entry costs, timing, sales levels, budgets, resources. Review of expectations, commitment and strategies.
Product Viability Evaluation: Price levels, competitive activity, channel options, test marketing, key customer responses, market research.
Strategy Development: Establishment of target markets, identification and management of strategic partners, business plan development & preparation, introduction to sources of private and corporate equity funding, matching investor and corporate needs.
Marketing Development: Literature, web development, price lists, sales sheets, sampling programs, budget setting, channel selection, communications strategies, retail program development.
Sales Management: Selection, appointment and training of distributors, sales personnel and rep networks. Territory management, customer relationship management, setting sales targets, reporting results, structuring incentives.
Administrative Support: US incorporation, banking, sales fulfillment, bookkeeping, regulatory compliance, tax filings, accounts receivable, warehouse management.
To Potential Exporters to the USA – What not to expect from this market:
- The USA will not be a quick fix for poor sales performance in other markets. If the product is struggling elsewhere, it will probably struggle here.
- USA customers appreciate the security of a USA-based contact. Don’t expect sales success in this market from long distance without a trusted USA presence.
- A market entry program that is treated as nothing more than an extension of sales activity elsewhere, is likely to fail. Your company needs to commit to an informed, dedicated, staged and energetic US market entry program at all management levels.
- Do not expect to reach your potential by visiting annual trade shows and attempting to support relationships from abroad. American buyers like to see you face to face.