To think of selling abroad and what it takes. To
take full advantage of the European Single Market for creative and cultural
industries and craft enterprises.
Did you know
that many small and medium enterprises have survived through this crisis
because they have gone international? Some of them, when they found
difficulties in their own domestic markets, they looked beyond their national
borders to sell their products and services. Don’t forget we live in a global
selling abroad is certainly not a bed of roses. There are a number of challenges
micro companies must face when looking abroad. For instance, the type of skills
needed in your business, in your employees, or yourself, the resources,
distribution channels, and so on.
the European Commission in its Communication on Entrepreneurship 2020 Action
Plan, reigniting the entrepreneurial spirit in Europe, invite member states “to
bring together all business support services, including mentoring, facilitation
and advice on access to conventional and non-conventional finance, access to
incubators and business accelerators and support for early
internationalisation of young enterprises”. Single European Market is out
there to favour your international development.
training fiche, we intend to show what it takes to sell abroad. Starting with a
self-reflection that an enterprise must endure whether your business is ready
to internationalise or not. Some tips will be shown and we will provide the
leads in case you need, and you probably will, further information, support and
expert assistance. We will acknowledge the advantages and pitfalls that the
Single European Market offers and how some European Programmes might lend you a
hand before jumping ahead.
Read on to
discover your next market destination: Europe and the world.
When you finish reading this
training fiche, you should have a grasp of what it takes to sell your products
or services abroad. This training fiche on international trade aims to show the
different alternatives you have and all the issues you need to take into
consideration when thinking of going beyond your domestic market.
As a result of its content you
should balance if you have the needed expertise to go ahead with your
international adventure or where to look for assistance. As we said earlier,
there are plenty of institutions and agencies willing to help.
Start small. Talk to other colleagues
and businesses that have already started and ask for tips. Take part of
international trade shows and fair pertaining to your sector. Meet potentials
partners in your target market and start making business at a small scale, and
then assess your experience.
Have you or are you willing to
develop an internationalisation mindset:
A proper indicator is that you should be concerned
about training for yourself and your employees on languages and
internationalisation in your company. Try to develop and internationalisation
culture and strategies to address markets abroad.
Draft your internationalisation Plan
. Alternatively, you can get aid from official
sources to help you going international. Contact them and ask for what you
need. Most member states have agencies to help you sell your products abroad.
take into consideration that can serve you as indicators:
relation to your business and your product and service you aim to export.
Be prepared to have enough stock to meet
demand when orders start to arrive.
If you are selling products you need to
well think of everything you need for the correct packaging of your
products, and the different alternatives to deliver them to your customer.
Once you have decided the market, you need
to promote your product in that market, this is, you should have a clear
commercial strategy on how to reach to your potential customers.
Develop your post sale service. The goal
is just not to sell your products. You want your customer to keep on
Procedures related aspects:
Have you managed all the documentation,
certificates or any other formality your product might need to be sold
abroad? This a critical point as in many occasions to get all the
documentation you might need can take more time than expected. It includes
all customs documentation.
As we have talked earlier, you need to
identify the best transportation system for your product.
Be sure. International Insurance when
starting your exports is a must, though it might be expensive. Check first
with your insurance company
International credit and payment. Select
the best and more appropriate method for your needs. It is not easy, but
it is a good opportunity to develop your negotiation skills.
Information on exports and imports has been assembled taken into account European websites, mainly the following:
Export Helpdesk with updated information on requirements, tariffs, preferential arrangements, statistics, and many other resources you can access freely:
Another important source of information from the EU when selling abroad is Your Europe Portal. It offers practical information on a number of issues related to this topic. It is worth a visit at: http://europa.eu/youreurope/business/
The SME Internationalisation Portal is a database of support services that offers practical help for European companies seeking to do business outside the EU. Take a look. https://ec.europa.eu/growth/tools-databases/smeip/
It has also been helpful to grasp the basics of the international transportation part the information contained on https://www.gov.uk/guidance/transport-and-distribution-for-international-trade.
Finally, to get a good overview of the Single European Market and what it represents take a walk through https://ec.europa.eu/growth/single-market_en and have a grasp of how it might help your business. You will find useful information on the Single Market Strategy, for instance, improving access to markets, SMEs support and different European Programmes for businesses.
Find out the literature behind OER-CRAFT Project which aims at addressing the capacity and training needs of the micro enterprises across EU.