How do I expand sales overseas?

• The SBDC’s international trade staff can help you find and develop overseas business opportunities. They can identify new high-potential global markets for your product or service, and suggest effective marketing strategies. The staff can also help you locate the working capital you need to fulfill international orders. Often, this work is done in cooperation with other state and federal agencies that have overseas staff in your target markets.

Does the SBDC conduct international market research?

• Yes, the SBDC’s international trade consultants routinely provide global market research for clients. The staff helps clients determine which overseas markets offer the best opportunity for their product or service and locate customers and/or business partners in high-potential markets. These consultants also work closely with other partner organizations that have overseas staff who can perform in-country research.

Where can I get research information on overseas markets?

• There is a wealth of data available on overseas markets. You can tap into numerous publicly available online sources or proprietary databases through the SBDC. Information is available to help you assess both the opportunities and risks associated with foreign markets and to help you understand their character and business customs. The SBDC can help you find and assess this information.

How can I locate overseas customers, distributors, sales reps and business partners?

• There are several ways to locate overseas business contacts, including online research, consulting with in-country trade specialists and attending international trade shows and trade missions. Ultimately, you should try to meet potential business partners face-to-face, which may require a trip to the market. The SBDC staff can help you decide what makes the most sense for you and your business.

How do I develop an entry strategy for overseas markets?

• There are several ways to locate overseas business contacts, including online research, consulting with in-country trade specialists and attending international trade shows and trade missions. Ultimately, you should try to meet potential business partners face-to-face, which may require a trip to the market. The SBDC staff can help you decide what makes the most sense for you and your business.

How do I find out about international trade shows and missions?

• There are a number of good online trade show directories which list thousands of shows by industry, location, organizers or dates. From these you can determine the main events that address your target market. Government and industry groups also sponsor pavilions at scores of overseas shows, a low-cost way to gain international exposure. Also, there are numerous trade missions to and from overseas markets. The SBDC can help you sort through these shows and missions to see if any meet your needs.

Is financial support available for overseas marketing?

• No, there is generally not financial support available for overseas marketing. One exception is certain agricultural and forest products, which may be eligible for marketing support from the US Department of Agriculture. The Georgia state government also provides some support for group pavilions at a few key overseas events, which can reduce the cost to exhibitors.

Does the government have overseas staff to help market my product?

• Yes. There are in-country trade specialists located in key markets around the globe with the US Department of Commerce, the the USDA and the Georgia Department of Economic Development. These trade specialists do not actually sell your goods but can help you make business contacts.

How do I price my products for overseas sales?

• You need to be price competitive and you need to make a reasonable return on your investment. The SBDC International Trade Center can help you estimate all of the component prices to be considered: production, shipping, duties, insurance and distributor mark-up to determine a realistic end-price for your goods. In-country trade specialists can help validate your end-price.