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HGS-Exportberatung Heinz-Georg Schaloske

Tipps und Infos rund ums Exportgeschehen Bei beiden Strategien spielt heute das Internet eine entscheidende Rolle.

Hallo,

schön, dass Sie mir die Gelegenheit geben, mich Ihnen kurz vorzustellen:

Wenn Sie Inhaber eines kleinen oder mitteständischen Betriebes sind und Produkte anbieten, die auf dem heimischen Markt schon ihre Sporen verdient haben und die Sie nun exportieren möchten, bin ich vielleicht der Mann, der Ihnen schnell und unkompliziert helfen kann, diese Produkte im benachbarten oder auch fernere

n Ausland erfolgreich zu verkaufen. Das aber nur unter der Voraussetzung, dass Ihre Produkte hinsichtlich Design, Innovationsgrad, Originalität, Preis-Leistungsverhältnis, Markenimage, Verarbeitungsqualität etc. irgendetwas haben, was sie gegenüber dem Wettbewerb auszeichnet und was sie für ausländische Kunden begehrenswert macht. Wenn Sie in Alaska Schnee verkaufen möchten oder in der Wüste Sand, muss ich leider passen, habe ich auch schon probiert, hat aber nicht so richtig funktioniert. Wenn Sie also Produkte mit Exportpotential haben, dann kann ich Ihnen in aller Regel helfen, potentielle Vertriebspartner für diese Produkte in ausgewählten Exportländern zu finden und zu kontaktieren. Ich weiß mich in fünf Weltsprachen (Englisch, Französisch, Spanisch, Portugiesisch und Deutsch) schriftlich und mündlich ziemlich passabel auszudrücken, kenne mich mit den Distributionsstrukturen in einer Vielzahl von Branchen recht gut aus und weiß so ungefähr, wie Importeure, Großhändler und Einkäufer in den einzelnen Ländern ticken, wie man sie ansprechen muss und was für Informationen sie brauchen, um zu zu einer Entscheidung zugunsten eines Produktes zu gelangen. Bei der Suche nach geeigneten ausländischen Vertriebspartnern gibt es im Wesentlichen zwei Strategien: Jagen und Fischen. Will sagen, entweder Sie begeben sich selbst aktiv auf die Suche nach geeigneten Vertriebspartnern oder Sie sorgen dafür, dass Ihre Zielkunden Sie finden und von sich aus auf Sie zukommen. Wenn Sie nur richtig suchen, finden Sie dort mit den richtigen Suchbegriffen oder in den richtigen Branchenverzeichnissen und B2B-Portalen sicher die ausländischen Geschäftspartner, die am besten geeignet sind, um Ihre Produkte im Zielmarkt erfolgreich zu verkaufen. Und das World Wide Web bietet Ihnen auch eine Reihe von Möglichkeiten, Ihr Unternehmen und Ihre Produkte mit all ihren Vorzügen mittels sorgfältig ausgewählter Key-Words so zu präsentieren, dass mögliche Kunden und Vertriebspartner auf Sie aufmerksam und Sie von sich aus kontaktieren. Aufgrund meiner wirklich langjährigen Erfahrung in der mehrsprachigen Internet- und Distributorenrecherche kann ich Ihnen bei beiden der genannten Strategieansätze zur Kundenfindung im Auslandsgeschäft gerne mit Rat und Tat zu Seite stehen. Mehr zu dem, was ich genau für Sie tun kann, damit Sie möglichst bald Ihre Produkte in dafür geeigneten Zielländern erfolgreich verkaufen können, erfahren Sie im Detail auf den nachfolgenden Seiten dieses Blogs. Ich würde mich freuen, wenn Sie zu gegebener Zeit dann auch mir die Gelegenheit geben, Sie, Ihr Unternehmen und Ihre Produkte näher kennen zu lernen. Es grüßt Sie herzlich

Heinz-Georg Schaloske

– HGS-Exportberatung-

02/01/2026

✨ Happy New Year 2026 ✨

As a new year begins, we’d like to extend our best wishes to manufacturers and suppliers who are looking beyond their home markets and exploring international opportunities.

Entering new countries, finding the right buyers, and building reliable distributor partnerships takes preparation, structure, and local market understanding. The past year has shown once again how important clear strategies and the right connections are when expanding internationally.

We wish you a successful, well-planned year ahead — with strong partnerships, sustainable growth, and new markets opening up step by step.

20/12/2025

How to Find Distributors for Your Products Abroad

Finding the right distributors in foreign markets is a key step for any company looking to export successfully. One of the most effective ways to identify potential partners is still participation in international trade fairs.

Trade fairs attract professional visitors who are often actively looking for new products to complement their existing portfolios or to replace current offerings with alternatives that are more competitive in terms of price, quality, or innovation. Many buyers attend fairs with a structured agenda, visiting existing suppliers first and then exploring new products if time allows. Quite often, new distributor relationships begin by chance during these exploratory visits.

The number and quality of potential distributors who visit your stand depends on several factors. Well-known brands usually attract strong interest from both existing and prospective partners. Companies that are new to international markets may experience lower traffic—unless they present a genuinely innovative or distinctive product. This makes it essential to clearly communicate your unique selling points (USPs) before the fair, using appropriate online channels and industry media.

In addition, it can be highly effective to contact potential distributors before the trade fair and invite them to a meeting or product presentation at your stand. But how do you identify these distributors in advance? The internet offers numerous B2B directories and supplier databases that can be used to identify and pre-evaluate potential distribution partners in target markets. These platforms allow you to search by product category and region, making it easier to build a shortlist of relevant companies. A quick review of a distributor’s website usually provides an initial impression of their product range, brands represented, and overall market positioning.

Once a potential fit is identified, an initial phone call or email helps clarify whether there is general interest. If so, you can share product information, pricing, and marketing materials, and begin discussions.

This form of international direct prospecting is relatively low-risk and provides fast feedback on market interest. It can be particularly effective when carried out with the support of an external export consultant, who can discreetly test the market and gather insights into distribution structures—sometimes even without revealing the manufacturer’s name in the early stages.

Such a discreet approach can also be useful if you are already present in a market but wish to explore alternative distribution options.

20/12/2025

🌍 Les étapes de la prospection internationale

Se développer à l’international — en particulier sur des marchés exigeants comme l’Europe — ne s’improvise pas. Une stratégie export réussie repose sur un processus structuré, conçu pour limiter les risques et construire des partenariats durables.

Les principales étapes de la prospection internationale :

🔹 Étude de faisabilité
Définir votre avantage concurrentiel, votre capacité de production, vos certifications, votre niveau de préparation à l’export et vos supports marketing localisés.

🔹 Analyse de marché
Évaluer la demande, la réglementation, les droits de douane, la concurrence, les niveaux de prix et les circuits de distribution dans les pays ciblés.

🔹 Profil du distributeur idéal
Identifier des partenaires présents dans les bons canaux, disposant d’une capacité logistique adaptée, d’un portefeuille de produits compatible et d’un réel intérêt pour de nouveaux fournisseurs.

🔹 Recherche et qualification des distributeurs
S’appuyer sur les salons professionnels, plateformes B2B, chambres de commerce, agences de promotion à l’export et recherches ciblées en ligne.

🔹 Approche commerciale professionnelle
Communication dans la langue du marché, proposition de valeur claire, tarifs en monnaie locale, documentation produits adaptée et suivi structuré.

🔹 Négociation et partenariat
Conditions commerciales transparentes, accords clairs et attentes réalistes des deux côtés.

🔹 Suivi et développement de la relation
Formation, actions marketing conjointes, échanges réguliers et suivi des performances.

📌 L’international est un processus, pas une action ponctuelle.
Les entreprises qui planifient, s’adaptent localement et agissent avec professionnalisme construisent un succès export durable.

👉 Vous envisagez de vendre vos produits à l’international ou d’entrer sur un marché spécifique ?
📩 info@hgs-exportberatung@t-online.de

19/12/2025

The Stages of International Prospecting 🌍
A practical guide for any company that wants to sell its products abroad

For any company planning to start or expand exports — especially to demanding markets like Europe — it’s essential to understand that international prospecting is not improvised. It follows a structured process with well-defined stages designed to increase the chances of success and reduce risks when entering new markets.

International prospecting is not just about finding foreign clients or distributors. It involves strategic market analysis, regulatory preparation, professional outreach, and the development of long-term partnerships. Each stage requires research, preparation, and coordinated actions, with a strong focus on credibility and professionalism in front of international partners.

Below are the key stages of international prospecting, applicable to any company worldwide that aims to sell its products internationally:

🔍 A) Feasibility Study

Ask yourself the right questions:

What is your product’s competitive advantage?
(Quality, price, design, innovation, sustainability, etc.)

Do you have the production capacity and flexibility to meet foreign market requirements?
(Certifications such as CE, REACH, labeling rules, packaging, manuals in local languages, regulatory and technical standards)

Is your team prepared for export operations?
(Logistics, customs, documentation, certifications, language skills)

Can you provide marketing and promotional materials in the target market’s language?

Are you able to offer free or affordable samples to distributors and their sales teams?

📊 B) Market Research

Before making contact, identify the most promising target countries and evaluate:

Market size and demand
(Population, purchasing power, language, consumption trends)

Tariff and non-tariff barriers
(Customs duties, certifications, regulations)

Local competition
(Number of competitors, product quality, market presence, marketing strategies, distribution channels)

Final consumer price levels

Margins expected by importers, distributors, or large retailers

Distribution channels and number of suitable importers/distributors

🤝 C) Defining the Ideal Distributor Profile

Look for partners who offer:

Presence in the right channels (retail, wholesale, e-commerce)

A product portfolio compatible with yours

Logistical and commercial capacity to import

Genuine interest in new products and serious evaluation of new suppliers

🔎 D) Distributor Search & Qualification

Use multiple sources:

Online research

International trade fairs

B2B platforms

Chambers of commerce

Embassies and export promotion agencies

✉️ E) Professional Commercial Approach

A structured and localized approach makes all the difference:

Phone calls to identify the right buyer or decision-maker

Introduction email in the target market’s language, highlighting competitive advantages and production capacity

Product brochure or catalog in the local language

Price list in the local currency

Website localized for the target market (if needed)

Social media campaigns in the local language (if relevant)

Translated marketing materials, manuals, packaging, and labels

A clear follow-up strategy

📝 F) Negotiation & Partnership Closing

Offer transparent commercial terms (FOB/CIF prices, delivery times, exclusivity)

Formalize agreements (distribution or representation contracts)

Evaluate the distributor’s structure and market capabilities

🔄 G) After-Sales Support & Relationship Building

Provide training, joint marketing actions, and regular communication

Monitor performance and collect feedback from the international market

💡 International expansion is a process, not a single action.
Companies that follow a structured, professional, and localized approach build stronger partnerships and achieve sustainable results abroad.

👉 Thinking about selling your products internationally? This roadmap can help you get there.

Need help to get access to a special international market? Just send me an e-mail: info@hgs-exportberatung@t-online.de

17/12/2025

Estrategias de Prospección en Mercados de Exportación

Cómo encontrar clientes en el extranjero

¿Cómo encontrar clientes en mercados internacionales? ¿Y cómo llegan los posibles socios comerciales extranjeros a conocer su empresa y su oferta? En principio, existen dos estrategias de desarrollo comercial que pueden aplicarse de forma paralela.

Por un lado, es fundamental que los potenciales clientes en el extranjero puedan encontrar su empresa fácilmente. Hoy en día, internet ofrece numerosas oportunidades para posicionarse frente a la competencia nacional e internacional. Un primer paso importante es registrar la empresa en directorios comerciales relevantes, tanto online como offline. Existen plataformas gratuitas y de pago que permiten presentar su empresa y sus productos o servicios, a menudo en varias categorías e idiomas, incluso antes de que el sitio web corporativo esté finalizado.

En la era del Web 2.0, la promoción también puede realizarse a través de blogs y redes sociales como Facebook, Twitter, YouTube o LinkedIn. La elección de los canales adecuados y la mejor combinación de acciones de marketing dependen del tipo de producto y deben definirse de forma individual. Dado que gran parte de las decisiones de búsqueda, contacto y compra se toman hoy en línea, una presencia profesional y bien estructurada en internet mediante un sitio web corporativo convincente se ha vuelto indispensable.

Al crear los contenidos del sitio web, es esencial utilizar palabras clave relevantes para su sector y sus productos. Estas deben aparecer en los textos, títulos y menús. Además de la optimización SEO, el registro en múltiples directorios empresariales y la generación de backlinks contribuyen significativamente a mejorar la visibilidad en los motores de búsqueda. Lo mismo se aplica a las versiones del sitio en otros idiomas, un factor decisivo para el éxito en los mercados internacionales.

Estas acciones online pueden complementarse con portales de relaciones públicas, anuncios digitales, blogs, ferias virtuales, Google Ads y también con medidas tradicionales, como anuncios en revistas especializadas del sector. Cada empresa debe definir su propia estrategia a partir de este amplio abanico de posibilidades.

Internet también facilita considerablemente la identificación y evaluación de potenciales distribuidores y socios comerciales en el extranjero. Antes de iniciar la búsqueda, es importante responder a algunas preguntas estratégicas: ¿qué mercados son atractivos?, ¿cuál es la demanda potencial?, ¿existen requisitos legales o normativos?, ¿qué perfil debe tener el distribuidor ideal?

Con información de mercado suficiente, se puede definir un perfil de distribuidor, seleccionar socios adecuados y establecer los primeros contactos. Se recomienda un primer contacto telefónico para identificar al responsable de la toma de decisiones y evaluar el interés. Si existe interés, el siguiente paso es el envío de una propuesta con información de la empresa y de los productos. Posteriormente, pueden enviarse listas de precios, muestras o concertarse una reunión presencial para definir los términos de la cooperación y cerrar un acuerdo de distribución.

Este artículo presenta, de forma resumida, algunos enfoques estratégicos básicos para el desarrollo sistemático de las exportaciones. La estrategia adecuada dependerá siempre del producto, la empresa, el sector y la estructura de distribución en los mercados objetivo. No obstante, estas orientaciones pueden servir como una base sólida para definir su estrategia de exportación.

Si lo desea, estaré encantado de ayudarle con su proyecto de exportación.
📩 [email protected]

17/12/2025

Estratégias de Prospecção em Mercados de Exportação

Como encontrar clientes no exterior

Como encontrar clientes em mercados internacionais? E como potenciais parceiros comerciais estrangeiros ficam a conhecer a sua empresa e a sua oferta? Em princípio, existem duas estratégias de desenvolvimento de vendas que podem ser aplicadas em paralelo.

Por um lado, é essencial que potenciais clientes no exterior possam encontrar a sua empresa com facilidade. Hoje, a internet oferece inúmeras oportunidades para se posicionar face à concorrência nacional e internacional. Um primeiro passo importante é o registo da empresa em diretórios comerciais relevantes, tanto online como offline. Existem plataformas gratuitas e pagas que permitem apresentar a sua empresa e os seus produtos ou serviços, muitas vezes em várias categorias e idiomas — mesmo antes de o website corporativo estar concluído.

Na era do Web 2.0, a divulgação também pode ser feita através de blogs e redes sociais como Facebook, Twitter, YouTube ou LinkedIn. A escolha dos canais certos e a melhor combinação das ações de marketing dependem do tipo de produto e devem ser definidas individualmente. Como grande parte das decisões de pesquisa, contacto e compra ocorre hoje online, uma presença profissional e bem estruturada na internet, através de um website corporativo convincente, tornou-se indispensável.

Ao criar os conteúdos do seu website, é fundamental utilizar palavras-chave relevantes para o seu setor e para os seus produtos. Essas palavras-chave devem estar presentes nos textos, títulos e menus. Além da otimização SEO, o registo em múltiplos diretórios empresariais e a geração de backlinks contribuem significativamente para aumentar a visibilidade nos motores de busca. O mesmo se aplica às versões do site em outros idiomas — um fator decisivo para o sucesso nos mercados internacionais.

Estas ações online podem ser complementadas por portais de relações públicas, anúncios online, blogs, feiras virtuais, Google Ads e também por medidas tradicionais, como anúncios em revistas técnicas do setor. Cada empresa deve definir a sua própria estratégia a partir deste vasto leque de possibilidades.

A internet também facilita consideravelmente a identificação e avaliação de potenciais distribuidores e parceiros comerciais no exterior. Antes de iniciar a pesquisa, é importante responder a algumas questões estratégicas: quais mercados são atrativos? Qual é a procura potencial? Existem exigências legais ou regulamentares? Que perfil deve ter o distribuidor ideal?

Com base em informações de mercado bem fundamentadas, é possível definir um perfil de distribuidor, selecionar parceiros adequados e estabelecer os primeiros contactos. Recomenda-se um contacto telefónico inicial para identificar o responsável pela decisão e avaliar o interesse. Se houver interesse, segue-se o envio de uma proposta com apresentação da empresa e dos produtos. Em etapas posteriores, podem ser enviados preços, amostras ou agendada uma reunião presencial para definir os termos da cooperação e concluir um acordo de distribuição.

Este artigo apresenta, de forma resumida, algumas abordagens estratégicas essenciais para o desenvolvimento sistemático das exportações. A estratégia adequada dependerá sempre do produto, da empresa, do setor e da estrutura de distribuição nos mercados-alvo. No entanto, estas orientações podem servir como base sólida para a definição da sua estratégia de exportação.

Se desejar apoio no seu projeto de exportação, terei todo o gosto em ajudar.
📩 [email protected]

I

17/12/2025

Export Market Prospecting Strategies

How to find customers abroad

How can you find customers in foreign markets, and how do potential international business partners learn about your company and your offer? In principle, there are two sales development strategies that can be pursued in parallel.

On the one hand, you can make it easy for potential foreign customers to find you. Today, the internet in particular offers numerous opportunities to position yourself within national and international competition. One of the first steps is registering your company in relevant business directories—both online and offline. Many free and paid platforms allow you to present your company and product or service range alongside competitors in your industry. This can even be done before your corporate website is launched. Depending on the directory, company data can often be listed in multiple product categories and in several languages.

In the era of Web 2.0, products can also be promoted via blogs and social media platforms such as Facebook, Twitter, and YouTube. Choosing the right channels and combining marketing measures effectively depends on your specific products and must be determined individually. As most information, supplier searches, and purchasing decisions are now made online, a professional and well-structured corporate website has become essential. Your website should clearly present your company and product portfolio to both domestic and international customers.

When creating website content, it is crucial to use industry- and product-relevant keywords. These keywords should appear in the main text as well as in headings and navigation menus. In addition to SEO optimization, listing your company in as many relevant business directories as possible and generating backlinks can significantly improve your Google visibility. This is equally important when translating your website into foreign languages—often a decisive success factor in international markets.

Online activities can be complemented by PR portals, online classifieds, blogs, virtual trade fairs, Google Ads, and traditional measures such as advertisements in relevant trade journals. Each company must define its own strategy from this wide range of options.

As mentioned, the internet also offers excellent tools for identifying and evaluating potential foreign distributors and sales partners. Before starting the search, however, strategic questions must be clarified: Which foreign markets are attractive? How does my product fit into the target market? What is the potential demand? Are there regulatory or approval requirements? What does the ideal distributor look like?

To answer these questions, basic market information is required. Here too, the internet—especially multilingual research—provides valuable resources. Once sufficient market data is available, a distributor profile can be defined, suitable partners selected, and initial contact established.

When approaching potential sales partners, it is advisable to call first to identify the responsible decision-maker and assess interest. If there is interest, the next step usually involves sending a formal offer, including a cover letter and brochure or catalog. If interest increases, a price list or product samples may follow, or a personal meeting can be arranged—at the customer’s premises, at your company, or at a trade fair—to define cooperation terms and conclude a distribution agreement.

In this necessarily brief and generalized overview, I have outlined some fundamental strategic approaches to systematic export development. Which of these measures are suitable in practice depends entirely on your products, company, industry, target customers, and the distribution structures in the selected markets. Nevertheless, these core strategies can serve as a useful framework for developing your individual export strategy.

If you wish, I would be happy to assist you. You can contact me regarding your export project at:
[email protected]

17/01/2019

Feliz ano novo! Bonne année! Ein glückliches und gesegnetes neues Jahr 2019! Happy new year! Feliz año nuevo!

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