International Direct Sales

Strategies to optimize sales to OEMs, specifiers and end-clients in international markets

Following existing end clients into international markets and reaching out and engaging with new clients can be especially challenging. Get guidelines on how you can optimize your direct sales for international markets – leveraging your domestic client base, nurturing new international leads and reaching out to global specifiers.

Read this ebook, if you want to:

Enter international markets
Reach out to new clients
Understand benefits and challenges of direct sales
Learn more about the roles of OEMs, specifiers and end users
Provide in-market support

This whitepaper covers:

Defining direct sales - OEMs, specifiers and end-clients
Why undertake direct selling?
Benefits of direct selling to export markets
Challenges of direct selling to export markets

Advantages - Challenges of OEM
Advantages of direct selling to an OEM
Challenges associated with direct selling to an OEM
OEMs in international markets

Advantages - Challenges of Specifiers
Advantages of direct selling to Specifiers
Challenges associated with direct selling to Specifiers
Specifiers in international markets

Advantages - Challenges of End-Users
Advantages of direct selling to End-users
Challenges associated with direct selling to End-users
End-users in international markets

Direct selling in International Markets
Market research: product, price points, competitors and route to market

Incoterms: what are they and how can they be used?
Definition of Incoterms
Incoterms for all transport modes
Incoterms for ocean and inland waterway shipments
Most commonly used Incoterms: Ex Works and FOB

In-market support: Options
Quality after-sales service
Marketing and sales support
Bonded Warehouses
Innovative support: optimizing your website

Next Steps, Useful Links