I witness that many companies in export are looking for customers instead of determining a target market. For
companies prioritize sales over marketing. Selling is a result of marketing
They forget to focus on sales. Just like many people focus only on the result rather than the process.
Companies that give priority to sales, instead of determining the target country(s), try to meet the demands they find.
making an effort. Without understanding the dynamics of countries and without considering cultural differences,
Many of the offers made by offering a price to the request also result in negative results. This is how you get results
I’ve also come across companies that state that. On the other hand, these companies cannot work with those customers for a very long time.
I see.
Why is target country/market identification so important? Let’s go through the items:
Market Entry
Determining the target country is very important for market entry. With the neighbor effect, some companies are shrinking or
I see you are trying to enter low volume countries. Doing target market study
very important in this regard. It will be easier for you to enter growing markets. Increasing the import
In countries, both volume increases and new importers are formed. In addition to imports, Turkey’s
I suggest you to examine the amount of exports in the market and the increase in exports.
Focusing
Focusing on one or a few target countries rather than pursuing demands in different countries
concentrates our energy and attention on those countries. In this way, more information about those countries
we will have. With this knowledge, you can better understand the needs and habits of buyers.
We increase our chances of meeting.
Product Standards
Different countries may require different standards for your product. Responding to every request of many countries
meeting the standards in those countries by giving priority to some countries instead of trying to give
It will be healthier in terms of customer satisfaction and production cost.
The electrical appliance to be sold in Italy and the electrical appliance to be sold in the UK market
In case the plugs are different.
Packaging
The packaging habits of each country may also be different. Europe where individuality is intense
In countries of the Middle East, food packages are in smaller packages, while in Middle Eastern countries, family-size packages

you may need to do. Trying to respond to every need of every country at the same time
can increase your costs significantly.
You need to know the consumer habits in the target country. When packing by gram in Europe
You have to weigh in oz to the USA.
Palette
You may need to use different pallets due to door sizes in countries. different for each country
Trying to acquire pallets will increase costs. Also, pallets
Its placement inside the container/truck is also an issue that you need to think about. On first downloads
There have been uploads that I have witnessed to have too much free space in the vehicles.
Banking/Money Transfer
An issue that is as important as selling in exports is getting the payment, that is, the money itself.
to see in your account. The banking system in the countries you will export to is very important in this respect.
important. You may need to export to some countries only by letter of credit. By specifying the target country
You can prepare for these issues in advance.
I would like to remind you again that export is a process. This is the way to set your goal.
That’s why it’s so important. Maybe you can use different routes on the road after you set a destination, but
For this, you need to set your goal.
I wish you many months of achieving your goals.