The decision to sell your product in the U.S. marketplace is not to be taken lightly. The road to the world's largest consumer market (the U.S.) is unfortunately littered with corporate casualties — companies whose owners thought they were export-ready, but in fact had done little of the planning which is necessary for a successful export program.

Successful exporters will tell you that the relatively simple process of selecting a manufacturer's representative or a distributor is not the way to begin your export program. Indeed, it is a deceptively easy "quick fix", that often times results in a quick failure.

The wise executive will instead take the time to conduct a competitive analysis. This initial step would include test marketing, price comparisons, an evaluation of your product's suitability in the U.S. market, and a review of your product's intended market niche.

Next, there must be a careful screening process whereby your U.S. partners (distributors, reps, etc.) are identified and secured. And finally, a program for the management of your on-going sales and marketing efforts must be constructed. This would include the development of price lists, brochures, and forecasts.

It is important to recognize not only the necessity for these three steps to a successful export-program, but also the likelihood that outside (American-based) assistance may be required. Who better, than American sales and marketing professionals to advise you on the day-to-day issues in the U.S. marketplace. And who would be better qualified to link-up your company with the decision-makers in your particular industry.

It is an irony that the very characteristics which have made so many CEO's so very successful in familiar markets at home (independent thinking, aggressive marketing, and the ability to calculate risks) have at times blinded them to the need for a measured, American-assisted, approach to U.S. exports.

If you would like to be totally prepared for your entry into the U.S. marketplace, complete the form below and receive a complimentary consultation from CDC's Cross-border Trade experts. All our fees are quoted in advance.

For more information on financing your Start-Up, contact Mark Barie or Matthew Boire or call 1-800-545-8125.

[back to top]