You can accomplish this with emails to their websites, making connections through networking and via social media and by making follow-up phone calls to anyone who responds.
If you’re starting with imports, don’t ignore the following information; you’ll work in basically the same manner.
Your first step, before you initiate contact with any manufacturer, is to do some basic market research:
•What products are hot sellers in the domestic marketplace? Focus your attention on products that you know well or are bestsellers in their market niches.
•Are these products hot sellers in your target countries?
•If not, are there situations or markets that would put these products in great demand if the products were available?
•Who manufactures these products?
•What’s the selling price of each product, and of competing products or brands, domestically and in your target countries?
Once you’ve researched some companies, you can move on to step two and begin a campaign. One choice is to look for manufacturers of one of the products you’ve researched. Then either search online or call the company, and ask for the name of the person to whom you’ll want to write. If the company is small, you’ll probably want the president or owner. If it’s a larger concern, you might want to direct your letter to the vice president in charge of sales or the sales manager.
In corresponding, make sure to address these points:
- Introduce yourself and your company.
- Briefly outline the potential of the overseas market.
- Outline the product’s potential within that market.
- If possible, explain why and how your company, out of all others, will be able to position the product best. For example, if you have experience with like products, be sure to say so.
- If you already have contacts with foreign distributors, explain that you have foreign reps for overseas sales.
- Let customers know you care about them, their wants and needs.
- Ask for a personal meeting to further discuss the possibilities.
Send emails, or letters, to several companies. It’s best not to start with two clients that have the same type of products because if they both respond, you’ll have to compete with your own clients. But if you’ve exhausted your first line of attack (without success), go back and try other clients in the same product line.
Now wait a week to 10 days. If you haven’t heard from your target manufacturer(s), send an email follow-up. Suggest some available times in which you could talk.
For more information or to implement your own company, just contact us.