The company sees exporting as the key to future growth. It has some distribution in Malta and Cyprus but has yet to achieve mass-market penetration overseas.
Exploring new territories
Sales Director Matt Banks sees Mexico as a good fit with Forza's product range. The country has enjoyed rapid GDP growth, feeding through to rising household incomes. Obesity levels are also on the rise (Mexico is number two in the world) so there is demand for weight management products.
When an opportunity arose to go on a Santander Trade Mission, the company was keen to assess the market.
Sitting down with distributors
“I met six distributors on the Trade Mission – all meetings were pre-arranged. Meeting them personally was a chance to assess their strengths and weaknesses. This wouldn't have been possible from a distance. As a result, we have singled out a potential distributor and started in depth discussions as they have a 300 strong sales force that covers every region of the Country”.
“Overall, my first Trade Mission was full on. In addition to the meetings there were plenty of networking opportunities, offering a chance to share contacts and tips.”
Matt’s Trade Mission Top Tips
Make a wish list
Do your research before you go to get a clear idea of who you want to talk to. UKTI and Santander can help but you should also use your own network and sources. Once you've done that, present a wish list to the organisers and make sure the meetings are set up in advance.
- Assess strengths and weaknesses of potential partners
This is not something you can easily do from a distance. A Trade Mission gives you the opportunity to have a conversation with distributors face-to-face and single out the one you feel offers the best fit with your business and its objectives.
- Network, network, network
Speak to potential customers and distributors at every opportunity.
- Post-trip follow-up is key
It's vital to follow up on all the meetings and keep communications going with the new contacts after you return to the UK.
To be eligible for a subsidised Trade Mission Santander are looking for highly ambitious businesses who’ve been trading for a minimum of two years and have plans to increase their customer base, employ more people or expand to new markets in the next 12 months.
When you’re an established business, recruiting top talent in all the areas you need can seem like a never-ending challenge.
If you’re a start-up or small business, how can you put together an attractive employee package to appeal to top talent – graduate and…
More than one million incidents of financial fraud occurred in the first six months of 2016, according to official figures released by…
Santander’s Head of SME International Mark Collings discusses why exporting to new global markets may provide businesses with new and…