Hard head needed for exporting

Regardless of the reasons why you decide to start exporting, you'll need to make a number of clear decisions when selling overseas for the first time, writes John Whelan.

20th July, 2013
At last week's launch of the 2013 edition of the Top 250 Exporters in Ireland and Northern Ireland were Michael O'Donovan, general manager of global mobility operations at Microsoft Ireland; Frank Hayes, director of corporate affairs at Kerry Group plc; Aisling Dodgson of Investec; and Dr Leisha Daly, country manager for Janssen Ireland. Photo: Jason Clarke

Deciding on expanding your sales into foreign markets needs a clear business decision process. You have to know that you and your staff can handle the added complexity of foreign market selling.

You need to ensure you do a detailed sales projection based on market research, and then follow up with a detailed financial budget. There are many different reasons why a business might choose to expand overseas - perhaps it wants to reduce its...

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