Identify and implement export strategy for Russia and CIS Countries markets
There are various ways of entering Russian and CIS Countires markets. You can manage the process yourself - selling directly from the own country or setting up an operation in the target country. Alternatively, you can use an intermediary such as an agent or a distributor.
Deciding how to enter an overseas market will be a crucial part of your export strategy. Different methods will be appropriate in different markets or for different types of product. You should not assume that you can take the same approach in all cases.
Selling directly from the own country
This typically involves making periodic sales visits to the country, supplemented by telephone sales or accepting overseas orders. It can be a simple and cost-effective way to enter an overseas market. However, it may isolate you from your customers, and make you unable to share the exporting workload with partners or intermediaries.
Opening an overseas operation
This involves opening your own branch or subsidiary in the new market, or entering into a joint venture with a local business. Having a presence on the ground can be valuable, but setting it up and maintaining it may involve major resource commitments.
Using an overseas sales agent
A sales agent acts on your behalf in the overseas market, although there are many types of agents they normally introduce you to a customer and you pay a commission on any sales to that customer. Agents are used extensively in the EU and are protected from abusive business tactics by law so its worth ensuring you understand what you have agreed and seek legal advice on your agreement. It is not advisable to operate without an agency agreement in place. The key benefit of using an overseas sales agent is that you get the advantage of their extensive knowledge of your target market.
Using an overseas distributor
A distributor buys from you and then sells on at a higher price to their market and customers. They take full responsibility for the import of your goods. A distributor takes ownership of the goods and therefore can do with them as they wish, which means you must trust them with your brand. It is always worth spending time ensuring that the relationship is documented and well thought through.
There is much more to exporting than simply generating overseas sales. An intermediary can help you with issues including customs and other paperwork, shipping, warehousing and after-sales service. Selling direct means you will have to handle these issues yourself.
We can analyze the different ways of entering Russian and CIS Countries markets and helps you identify and implement export strategy which will be best for your situation.