Which market should you explore for your product?
Import volumes and category growth are starting points for an assessment. A manufacturer also needs to know who buys the product, which suppliers it will compete with and which businesses can provide access to customers. International market research connects these findings with your company’s capabilities.
We start with the decision you need to make. We can compare several countries and identify priorities for further work, or examine one market in more depth. The research supports the next step: preparing your offer, selecting potential partners and beginning commercial discussions.
What can the research cover?
We define the scope around your product, stage of export development and business question. Depending on the project, the work can cover:
Comparing potential markets
We compare selected countries against shared criteria: available trade data, competitors, sales channels and the fit of your offer. This helps establish where to start and which destinations to consider later.
The market and product category
We examine available import, export and category data. For data organised by HS code, we assess how well the product group matches your product and identify limits to the comparison. Category size provides context for assessing the sales opportunity.
Local and international competitors
We identify suppliers present in the market, their product ranges, positioning and routes to customers. We organise available information to assess how your offer could stand out and which questions need further investigation.
Sales channels and partnership models
We compare routes through distributors, importers, retail chains, DIY chains or direct buyers, as relevant to your industry. We assess how each model fits your product, delivery terms and ability to serve customers.
Potential partner profiles
We establish which businesses to consider, looking at their ranges, customer base and coverage. Where the project includes identifying specific companies, we group them into agreed categories and present a shortlist for discussion before outreach begins.
Questions to test in the market
We identify assumptions that need buyer conversations or observations in stores. Initial outreach and store checks can be included once their scope is agreed. Findings from these activities help refine the assessment.
What do you receive, and what comes next?
We turn the agreed scope into materials that support a decision and help prepare practical activity. These may include:
During implementation, we use buyer responses to assess market potential and update assumptions. Your team can carry out the work, or you can entrust Expanta with an agreed scope of customer acquisition and relationship development.
How does the research work?
Understand your product and objective
We discuss your range, current sales, commercial terms and company resources. We establish whether you need a country comparison, competitor research, a choice of channel or preparation to enter a particular market.
Agree on scope and criteria
We define the markets, category, research questions and expected output. We agree on sources, the format of the deliverables and a timetable. Any company interviews or store research are scoped separately.
Collect and compare information
We analyse available data and information on competitors and sales channels, organising findings in structured tables. We record sources, dates and gaps that matter when interpreting the results.
Discuss findings and next steps
We explain our recommendations and their basis. Together, we set priorities, questions for buyers and tasks for your team and Expanta. We can then carry out the agreed commercial work through export outsourcing.
What should you prepare for the first conversation?
The most useful information helps us relate market conditions to your specific offer. To start, we need:
- a catalogue, website or description of your products and their applications;
- the countries you are considering and why;
- basic information on prices, production capacity and delivery options;
- your experience to date, existing contacts and questions from international buyers.
How much does the research cost, and how long does it take?
The fee and timetable depend on the number of markets, the category’s scope, data availability and the level of detail required. Comparing several destinations and investigating one country in depth require different amounts of work.
Before starting, we agree on the questions, deliverables, timetable and fee. Where company conversations or store checks are needed to support the decision, their scope and cost are included in the project quotation.
Questions about international market research
Is research useful before starting to export?
Yes. It helps you choose a destination, understand competitors and prepare your offer for discussions. We relate the findings to your company’s experience, products and resources.
Should I compare several countries or investigate one market?
A comparison helps when choosing an export destination. A deeper study of one country is useful when you already know the market and need to choose a channel, understand competitors or prepare to approach buyers.
Does the research include conversations with distributors?
It can, if agreed. Company conversations, initial commercial outreach and store checks have a separately defined scope. Every report explains which sources support its findings.
Will I receive a list of potential customers?
Where company identification forms part of the project, we prepare a list for discussion. A suitable company profile still needs to be followed by commercial contact to establish interest, requirements and terms of cooperation.
Can the research predict future sales?
It helps assess opportunities and organise assumptions. Sales also depend on your offer, commercial terms, buyer responses and consistent implementation. The potential identified in the research is tested through subsequent activities.
Can Expanta carry out the next stage after the research?
Yes. Once priorities are agreed, we can take on an agreed scope through export outsourcing: finding buyers, making contact, coordinating offers and continuing discussions. We define the work and reporting arrangements together.