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As originally asked by Clara Sue.
Entering a new market can be scary? Where do you start?
Sri Ram Raghvan
Dagmar El. Stark-Bastin
I am assuming you are primarily US based, thus I would search your customer list and find those who are already international. Then spring to their overseas locations.
Another way is to identify a very specific narrow market where you company has some special advantage in some specific country and then find a few customers in that country and/or agents who sell lines similar to ours.
The other advice given above is also excellent.
In regards to entering Eastern European markets – where imports of medical devices sometimes reach 90% of the total market according to Espicom – our clients, the manufacturers, tend to approach us for market entry support after they tried, without success for years, securing long term relationships with local importer-distributors or end buyers.
Or even, in some cases, getting any response from the targets in the market, in spite of attending trade fairs and making connections on the ground…
So it looks like a last resource solution for some sectors, like for instance, orthopedic implants, trauma surgey or dental instruments…
What is your experience in trying to enter the emerging markets in Europe?
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