International distribution strategy & global channel management
International distribution strategy means making choices:
• Selecting the market(s) where you have the best chances.
• Localizing your product and marketing materials, or not…
• Working with local departments, channel partners or online
• If you want to work with partners, select and convince the best ones.
• Monitoring and managing your sales channels properly.
• Supporting your brand with the right (online) advertising and PR.
Do you want to use the experience of others in your decision-making? With local specialists in over 30 countries, Alliance experts helps you define your optimal roadmap for market entry and execute it !
Initial country selection
To effectively export your products or services, it's essential to understand the key factors influencing their sales. For example, if you offer cybersecurity training, targeting countries with substantial IT industries could be advantageous. Similarly, for hearing aids, markets with aging populations are more pertinent.
Generally, identifying markets where your product category or service demand is on the rise is a strategic move, especially for new entrants. This approach maximizes your chances of success by tapping into growing demand. Additionally, possessing an 'unfair competitive advantage'—a unique edge that is not easily replicable by competitors—can significantly bolster your position in the market. This advantage could be an innovation, exclusive technology, strategic partnerships, or a unique business model that sets you apart. With general country data, which is for example available in the World Bank database, you can find information to make a first selection of a few countries that may look promising.
Regulations and localization
You don’t need to dive yourself in the legal bureaucratic procedures in the local language of the target country. Instead, our local partners in as many countries as you like will scan the applicable regulations and report on the following:
• Are relevant licenses, permits, certifications, and tests from your own country accepted in the target country?
• Are there any import duties or levies that may impact your margin structure?
• Should the involved documents be translated into the local language(s)?
• For innovative products: what is the right product category to position it in?
• What are general regulations, laws, and restrictions on labelling and user instructions?
• Do you need a law firm, customs broker, local distributor or to start your own legal entity?
Apart from this, it is up to you in how far you want to adapt your product, service delivery, sales materials and payment methods to the local market. Alliance experts can help you make the right choices with our local knowledge.
