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Next Step: Going international

You are considering internationalisation and you need help with taking the first steps. Success in international markets depends on doing things in the correct order. We help you focus your business operations so that your offering targets demand in the right market. We'll help you choose the most important customer groups and win new customers. Systematic operations and an internationalisation plan open the doors to the world!

Useful services in this phase

Finpro Navigator

PLANNING INTERNATIONAL GROWTH Your international growth plan Test Drive – testing ideas Right Markets
PLANNING MARKET ENTRY Entry Options Sales Channel Development
ESTABLISHING A PRESENCE Partner Search Direct Sales Establish Company Supplier Evaluation Export Partner Groups
IMPROVING YOUR MARKET POSITION Sales Acceleration Market Monitor Acquisition Candidate Search TrendPulse Industrial Services
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Direct Sales 

Understanding distinctive features of the market and locating potential customers quickly – knowledge of business culture, recognising potential customers and creating demand for your product or service.
 
Achieving an understanding of the distinctive features of a new market is really important. If this is not done, opening up a market can takes a long time. If you don’t correctly understand the local ways of operating and how customers behave, you could end up using ineffective sales arguments with the wrong customers.
 
If you have chosen to employ direct sales from Finland or from your home base as an operational mode, you will have to quickly contact the correct target groups and present the benefits of your product or service in the right way. Direct sales and the search for sales leads can also be organised through your selected partner.
 
In this consulting service, we work through the following stages together:

  • We identify special features of the market and develop your product or service in ways that make it suitable for local conditions, helping to make your operations more successful.
  • We define a suitable customer profile for you and map areas in which demand will be highest.
  • If required, we contact your potential customers and verify their interest in your product or service.
  • If you so wish, as part of a separate agreement, we can assist you in finalising sales agreements.
  • Working in this way saves time and frees up your personnel resources.
     

An example of this phase of internationalisation

Direct Sales

A company manufacturing components for heavy machinery was thinking of entering international markets. We familiarised ourselves with the value offering and identified potential customers who might be interested in purchasing such components. As demand in both the Czech Republic and Hungary was found to be significant, we focused our attention there. We segmented potential purchasers and analysed which channels they used for such purchases. Together with the manufacturer, we arranged meetings with the most interesting customers and achieved successful results. We helped increase the volume of tenders produced to a total of EUR 500,000 and additional annual sales of EUR 170,000 were generated.

Partner Search

A company manufacturing components in the electrical sector was looking for distribution channel partners, and we set out together to identify suitable candidates. The first task was to define a perfect partner for handling each customer group. Using work done by Finpro as a basis, we identified 2-5 candidate companies in each segment, and managed to arrange meetings with them in just a couple of weeks. We accompanied our client in these partnership negotiations to ensure that no aspects of the local business culture resulted in problems. Two excellent partnerships resulted, and operations were launched smoothly in the new markets. Our Finnish client and its products became better known and the company consolidated its position as a desirable partner. At the same time, the company's volume of tenders produced expanded and this was visible in the form of increased sales.

 

Contact

Mika Eriksson

Head of Trade Center
+358 40 3433 352
mika.eriksson(a)finpro.fi