If you are looking to apply for an export grant and you’re not 100% sure of the project you want to undertake, the following case studies of previous CVEN clients might help you identify just what you could achieve.
Most State and Federal trade promotion or export focused grants are geared towards supporting your company’s growth into international markets. This is great for CVEN as that’s very much our mandate. We support Australian businesses into the international marketplace.
We have been doing this for many years both in an advisory capacity and as the export management team for a range of clients across many different industries. This is testament to the fact that the processes we use work. They have to be meaningful and they MUST lead to outcomes.
Our programs are tailored to your goals and objectives and designed to address your specific export barriers. Learning about what you do and how you do it is an extremely important part of the process.
The following mini case studies might help you to understand how our team could get you on the fast track to selling overseas or migrating into new markets.
Wine clients have made up a large part of CVEN’s portfolio for many years, namely due to our director’s long history in the wine industry. Focused on markets such as US, UK, and the boom in the Asian markets, CVEN has transacted millions of dollars’ worth of wine for our clients.
A typical wine sector program addresses the need for competitor research. Who’s in the market, how much do they sell for and how does that translate to your FOB price. The development of price lists and discount structures (the rules for negotiation) are then developed with management.
Export marketing materials play a very important role in wine export. The key to export marketing is understanding what’s going on in the market and refocusing a company’s existing materials with an emphasis on localising communication. This includes the obvious translation but also importantly adjusting the focus of the comms to promote more of what’s important in your target market. Trust us, they are not all the same. From here, the CVEN design team get to work with you to adjust the message and its presentation. Remember, a few design clicks here and there can make you look like a million-dollar enterprise (or 5 if you are already are a 2).
Compliance, documentation and logistics are also critical because you can’t negotiate in a market if you don’t yet know how you are going to supply it. We don’t like nasty surprises so it’s important to ensure you can comply and have the document templates and the logistic options/costs sorted. If you want to present as a capable and confident supplier, you need to have everything ready to go. Now you can not only talk the talk but also walk the walk.
Food & Beverage
Compliance, compliance, compliance. Import procedures for food and beverage are becoming more and more stringent as consumers push their Governments to refuse the imports of inferior or unsafe products.
Acceptable food preservatives used here under FSANZ are not always allowed in your destination market, so these need to be carefully screened. Food labelling requirements are also important as they can place pressure on your costs (updated labelling) and have your consignment refused entry.
Logistic models for many of our food and beverage clients are especially important where products are perishable or where shelf life is 12 months or less. CVEN has undertaken lots of work with clients developing the all important supply/pricing models which are then presented to your targeted buyers.
We have also helped our clients develop a wide range of consumer-focused marketing programs or point of sale campaigns. These can greatly improve your partnership with the foreign buyer and help them to engage with the consumer. It’s all too easy for your goods to make it onto the shelf, only to die there because no one helped to engage the consumer.
Marketing, competitive reviews and the all-important question: “If I sell it for AUD$5, what’s that going to retail for?” are key tasks for our team (and have we mentioned, we do love a good spreadsheet and a bit of competitive research).
Health / Medical
For obvious reasons, this is an industry which is heavily dependent on securing foreign market compliance before you can supply the market. Just because it’s ok here does not necessarily mean it’s ok there.
In this sector our work often concentrates on pathways and compliance helping business identify what it is they need to do and how to do it.
Client’s in this sector are focused on pathways and often request our team to identify the compliance requirements, confirm what’s needed to achieve them and then support the business through the process.
Market intelligence is also a big part of the project for clients in this sector. Again, this is the who’s who in the market, how they distribute, where and with what communication. Pricing models, marketing and innovative logistic programs are also crucial when exporting products in the health and medical category.
Fast paced, and often with some manufactured goods never even seeing the Australian shore. Clients in this sector are often focused on how to best get their product from A to B, without B ever knowing just where it came from. Sound familiar?
The pricing models discussed above, marketing tweaks and competitive research are also a key part of businesses in the consumer goods sector.
Often less focus on import country compliance, our team devote their time building the supply models, processes and documentation to ensure you’re in a position to supply your buyers confidently, frequently and with a clear understanding of the costs.