Growing International Sales the Challenge

Most companies have a difficult time in justifying the cost of the level of experience needed to grow their International sales. This is often the case because, in general, growing their international sales is not looked at as much as a new business opportunity, but as establishing a new domestic sales territory which just needs a sales person.

In reality for any company to develop a significant international sales presence they are faced with two challenges. The first is to put an international distribution network in place that can generate the level of revenue targeted. The other is to provide an appropriate level of management, sales, marketing, export and administrative support for their international operations.

Unfortunately, most companies do not think of this as two separate functions. They often think because they have been doing some exporting for a number of years they have an international distribution network in place. What is also unfortunate is they do not realize that developing an international distribution network can cost less then struggling through years of no growth because they think they have the kind of network in place they need to grow their business but are really only servicing their existing customers.

An LMD International program to develop an expanded network of international distributors, Reps and Agents could be in place in 1 month and completed in 6 to 12 months, depending on how many areas (Asia, Australia, New Zealand, Latin America or Europe) are to be addressed and your current relationships in any region.

Once the expanded network is in place, you can make informed, revenue based decisions on what support is appropriate. Often, without the need to take time from their day-to-day responsibilities to gain the experience needed to develop global sales skills and perspectives, an existing support operation is cost effective as is or may require only a few minor adjustment.

If you would like to discuss how this approach might be of benefit to you, we would be happy to do so.