Many startups confided that they were struggling to find an export route. Conquering domestic B2B customers was difficult, going abroad was even more difficult.
I often make a funny comparison that an export start-up is like a guy looking for love. If you want to succeed, you must definitely pocket the following tips.
Step 1: Look at yourself
A guy who is at the age of love, before looking for his other half, must also stop and ask himself: Is his profile attractive enough? Am I impressive enough? Is his hair and clothes attractive enough? Is his wallet deep enough to pursue foreign girls?... So, before starting the process of finding export customers, a start-up also needs to ask itself similar questions, and prepare carefully before starting.
In particular the following important factors:
- Registering intellectual property: You should register your trademark in Vietnam, then continue in the export markets you are targeting. The cost for this is not high but the value is huge, you should do it right from the start.
- Website: Make sure your website is full of information, the website design should be logical and eye-catching, especially the web capacity should be guaranteed so that the speed is not slow or laggy. The starting website should be at least bilingual in Vietnamese and English, and even better, it should have additional languages of the target export markets. The website is the first place that customers will look for after receiving your offer, if the website is not optimized, there is a high possibility that customers will leave and throw your offer into the "trash".
- Diversify product portfolio: If product quality is the most important, then product portfolio diversity is equally important. There should be at least 10 products for customers to choose from,... Not to mention exporting, in the beginning, Dh Foods also failed to launch domestically because the portfolio had too few product codes.
- Packaging: If the packaging is designed flexibly to be able to change the label, it is great, export customers will love when the product is printed in the language they request. However, in printing, special consideration must be given to packaging types that require investment in printing cylinders because the investment cost of the cylinder is high, each time there is a change, the printing cylinder must be replaced, the MOQ (Minimum Order Quantity) of this type of packaging will also be very large. It is easy to fall into the situation of "it is a pity to throw it away, but it is a sin to keep it" if not calculated carefully from the beginning.
- Weight & Packaging size: At first, you should not offer the product size too large because foreign consumers also want to try it without spending too much money. If you sell in large sizes from the beginning, consumers will be hesitant when buying for the first time. Moreover, packaging in small sizes will also be safer during storage and preservation, especially for export because it takes an extra month to transport the goods.
- Develop domestic business: Export customers often appreciate products that have been tested by domestic consumers because no one wants to be a guinea pig. Therefore, you need to promote domestic business, especially on e-commerce channels, and it is even better if you can get into the supermarket system.
- Of course there are many other factors, but after completing the important steps above you can start looking for export customers.
Step 2: "A smart man finds a wife in a crowded market"
After seeing yourself as “hot”, guys will need to know where there are many potential partners, where to increase the possibility of meeting “that person”, right? The same goes for exporting, you need to know where to find customers so as not to waste your time, here are some channels that I suggest you can find export customers:
- Specialized exhibitions: Register to participate in specialized exhibitions, initially it can be domestic exhibitions, then after having experience in organizing and having a better budget, go to foreign exhibitions. For me, this is the most optimal search channel because importers often go to exhibitions to look for new suppliers and products.
- Trade and promotion programs: Monitor and register to participate in trade and promotion programs of state agencies such as: Ministry of Industry and Trade (MOIT), Vietnam Trade Promotion Agency (VIETRADE), Vietnam Chamber of Commerce and Industry (VCCI) or import-export associations to have the opportunity to connect with foreign businesses.
- International e-commerce platforms: Search for export customers on international e-commerce platforms such as Amazon, Alibaba...
- Join Vietnamese communities living in distant host countries to recruit export collaborators who are Vietnamese living in these countries because they have experience and network.
If anyone has other search channels, please give me more ideas.
Dh Foods, although exporting to 15 markets, always looks back at itself, listens to the market and constantly strives to find new opportunities in new markets. I still believe that customers will see the "loveliness" of the Vietnamese spice boy, so finding the right customers is what Dh Foods always aims for.
Hope you soon find your "true love" export customers.
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