Starting an Export Business can seem like an overwhelming task, but it doesn't have to be! The first step in starting an Export Business is to find a Manufacturer. Your manufacturer is the linchpin in your business process. If your manufacturer can’t deliver the quality or quantity you need, then you can’t deliver on your commitments to your customers.
So how do you find a quality Manufacturer for your export products? The following are 5 steps to help you find, qualify, and solidify a relationship with a great manufacturer for your export business.
Here's How:
Make a List of Possible Manufacturers
Don’t reinvent the wheel - find lists of potential manufacturers on the internet, in trade magazines, through import-export organizations, and even at your local library. Start with the Thomas Register of American Manufacturers, GlobalSources, GlobalSpec, or Alibaba.
Another source of information is trade associations (easily found through trade magazines or online). There are associations for nearly every kind product, from toys and foods to cosmetics and construction. Contact the association and ask for a list of recommended or specialized manufacturers.Do Your Research
Once you’ve identified a list of possible manufacturers for your specific export product, do your homework on each of them. Do they:
- Impress you in their marketing?
- Have great packaging?
- Enjoy a good reputation with clients and within the industry?
- Provide enough info to potential customers?
- Offer quality, convenience, and competitive pricing?
- Feel right (i.e., do you have good chemistry about them from the info you have available)?
Your product and business is going to be represented by the product and packaging of your manufacturer - you want them to be as impressive as you are.
Determine If Manufacturer is a Good Fit
Can the manufacturer keep up with demand of your product? One good way to find out is by checking the shelves of the manufacturer’s retail customers. If the retail customer doesn’t have the manufacturer’s products on their shelves, it may mean the manufacturer can’t keep up with demand. You definitely don’t want to tell your customers you can’t sell them anything because your manufacturer is three weeks behind. Another indicator is whether the manufacturer advertises or not because they certainly won’t advertise if they are at max capacity.
Make First Contact
If you’ve qualified the manufacturer and are ready to begin the relationship, start with a simple request for information.
If the company takes forever to get back with you, or just sends you a brochure with no kind of follow-up, take the hint - they’re not worried about attracting new customers or they simply have no customer service.
If a sales rep contacts you to talk about your product and your interest in their company, and readily answers all of your questions and concerns, it’s probably a good indicator of how the overall company treats its customers.
Introduce Your Company
At this point you need to act a sales rep for your own company. Meet the manufacturer and get them excited about your company. Lay the groundwork for a great collaborative partnership. Tell them about your market, your product, your customers, and the future of your business. Make sure you cover how you’ll finance your orders and terms. Your success translates into their success so you want to get them excited about you. Having a solid relationship with your manufacturer can pay dividends down the road, like preferential treatment in the production schedule or flexible payment terms.