GOING GLOBAL
GOING GLOBAL REACHING YOUR AUDIENCE
The Chamber’s INTERNATIONAL TRADE TEAM can help you navigate your way through all of the regulatory procedures and documents that you’ll need for successful international trading
One of the expected benefits of Britain leaving the EU is the increase in opportunities for overseas trade, according to export experts Alium Consultants. When a company decides on expansion overseas
however, they need to decide on an effective “go-to- market” strategy. In other words, the most effective way of reaching their target audience. It may be different from their UK strategy, as there are
more complex issues to consider when dealing with a remote customer base. For instance, what happens if something goes wrong? How does the warranty replacement process operate? Alium Consultants director John Milner said: “Generally speaking, a client in a far-off land wants to deal with someone locally when there’s a problem. So which is the most effective way to service, and grow, the customer base in that territory? “In broad terms there are two alternatives, you can sell
directly through an in-house sales team or establish a partner network using local agents/distributors. Each has
their merits, but both need careful analysis to determine the best way forward and as a company becomes more established, it may even deploy both routes to market. “If you would like help to develop a ‘go-to-market’
strategy that’s right for you, please contact me.” Email:
john@aliumconsultants.com
‘FOR HELP TO DEVELOP A GO- TO-MARKET
STRATEGY THAT’S RIGHT FOR YOU, CONTACT ME’
John Milner
DECEMBER 2019/JANUARY 2020 inbusiness 17
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