How to find our customers on the European B2B market
Europe is a one of importer of FMCG (Fast-moving consumer goods) Elements from all over the world (for instance : Sugar, Essential oil, Cacao … ). it is too hard to identify the right customer for any kinds of product.
some tips to help your business :
1. Target market understanding
Ask yourself: which markets and channels offer the most opportunities for your product? Who are the main importers of your product and what are their buyer requirements? What is the demand for your product per country? You also need to assess the competition and identify your competitive advantage All of these aspects will give you a good working knowledge of your target market.
2. Websites of organizations reviewing
Europe has organizations (we call it a federation) that dedicated for all kinds of products. This organizations publishing a list of information on their websites. This is a good place to look for potential buyers. Other national and associations in various European countries also publish online member lists. You should look for sector associations in the countries where there is the most demand for your products.
3. Expo Participating
Participating in International or domestic Expos is a good way of meeting potential customer to achieve acquiring market information.
You should go there and searching for potential trade partners as person or companies.
If cost of exhibiting is too high, Visiting is a good opportunity for understanding the target market.
4. Trade promotion organizations
Many European countries have governmental organizations that promote imports from developing countries. Find an organization which focuses on your country and product.
European companies as B2B customers prefer direct contact with suppliers and can assessment of potential suppliers. Design and publish enough information about your company and products on your website.
6. Direct marketing
Send your emails directly to potential customers to introduce your company and products (but make sure t :Information should be customized for that market and that customer needs).
7. Understanding potential customers
know potential customer before sending information, because you will need to convince them and it’s very difficult.
Gather information from the company you wish to contact. Get as much information as possible and understand what his or her requirements in their company.
One of the best rules in EU is the Principle of free movement of goods. This principal let you move your products sold anywhere in the EU, is a cornerstone of the EU market. But in a certain extent, national laws will replace by a single set of European rules. The European Commission has the data on tariff duties, the technical requirements to trade, food health requirements, anti-dumping and anti-subsidy duties and other issues.
For understanding the EU market you can find more information in http://europa.eu
Authour : Dr. Seyed Reza Agha Seyed Hosseini
Source : http://iranmct.com