Commercial prospects

PROSPECTING NEW MARKETS

Take decisions with qualified export information

Internationalisation is such a momentous experience for a company that it is necessary to carry out commercial prospecting tasks. Prospecting is useful for getting to know the new country's market better, what entry channels you can use, identifying your target customers... In this way you can focus your actions on the most effective channels and strategies.

GLOBALARA works on the following elements when you carry out a prospection for a client 

• Your company: It is essential to analyse the current situation of your company when you consider opening new markets, analysing your strengths, capacities and own resources / financing to operate in the new country. 
   
• Product: Knowing better what product or service you want to market in the new market and whether it is adapted to the demand and regulations (laws, certifications...) of the country.
   
• Price policy: Define product price and commercial margins for the channel, knowing the price of competitors' products, and the degree of acceptance of your price by your target customers.
   
• Segmentation: Segment the customers, adapting the product strategy to the wishes/interests/taste of your target customer (fundamental for segmented communication and marketing actions).
   
• Prescribers: Accelerate the process of knowledge and confidence in your products by presenting your product offer to the main prescribers and references in the sector.
   
• Competition: Analyse the main competitors, their business model and their market positioning. Knowledge is very valuable.
   
• Country risk: Entry barriers and import limitations; import and fiscal regulations; Country risk is the risk that your investment will be compromised by the political environment of your new market.
   
• Distribution channels: Definition of the marketing and promotion channels you will use: direct, through third parties, offline, online or both.
   
• Opportunity: Detecting the right moment to start international expansion (if the product is suitable but your target customer has other priorities, there is no point in investing now).
   
• Communication / marketing plan: Have a communication and marketing plan for each market, end customer (target) and channel.

Once these elements have been analysed, GLOBALARA begins to prospect the market by concentrating resources on your identified customers, knowing your competitors and which channels and prescribers you should use. The first marketing and promotion strategy must be adjusted to the commercial results obtained.

The qualified information will allow you to adjust the internationalisation plan, the commercial and communication strategy and even the product so that the process is successful. Periodic reviews will allow the action plan to be adapted to the real conditions of the new market. GLOBALARA will accompany you throughout the process.

Contact GLOBALARA and get to know our market analysis services of market prospecting. We know how to help your company's internationalization.