Export Fundamentals

Thinking about exporting and not sure where to start? Exporting but not as successful as you had hoped?

What works in NZ doesn’t always work overseas…

Expanding into international markets can be an exciting growth opportunity for any business however, it’s essential to approach export strategically to ensure long-term success. 

Sometimes early attempts at exporting can overlook some fundamental issues which can ultimately hinder growth abroad. Whether you're a seasoned entrepreneur or a company considering international markets for the first time, here are some areas to be aware of before taking the leap:

💡 Looking offshore to solve problems at home: Many companies look to international markets to solve domestic issues—whether it’s low domestic sales, capacity issues, or market saturation. For a consumer goods companies, it is recommended to focus on building a robust foundation first, ensure your product or service and systems are truly scalable before venturing abroad. For those in technology, often you are exporting from Day 1 so knowing your niche and target customer is critical.

💡 Focusing on features instead of customer benefits: When entering new markets, it is important to focus on the benefits that resonate with the target market’s needs rather than selling based on your product features. Make sure you understand the customer’s pain points and articulate how your solution addresses those challenges.

💡 Funding: Exporting involves more than just shipping goods overseas or downloading a product. Without proper funding, you may face issues with market entry, regulatory compliance, and establishing local presence. Ensure that you have the financial resources to cover all aspects of international expansion.

💡 Hire and utilise the right people: Success in export markets often depends on having the right team. Whether it's local expertise or cross-cultural knowledge, hiring the right people is essential. Understand the skill set required to navigate foreign markets and build a team that can execute your international strategy.

💡 Focus and a clear Go-to-Market strategy: Many companies attempt to export without a well-defined strategy. Exporting requires a tailored approach that takes into account market nuances, customer behaviour, and local regulations. Without a clear go-to-market strategy, you risk wasting time and resources.

Successful exporting is about more than just selling a product overseas—it’s about understanding the nuances of new markets, adapting your strategy, and building strong, sustainable relationships that drive growth.

Reach out if you would like to chat about your plans for export.