Page 17 - Food&Drink Business Magazine June 2019

listing fees? How do they handle business reporting?
Leverage and knowledge:
what is their market reach? What retail channels can they access? What sales growth are they seeing and where is it coming from? Who else do they work with? Do they understand your target market?
Capability: can they actually do the job? Do they have the distributionandcustomer
service networks you need? Need: how much do they
want your business? Are they passionate about your product?
Openness and transparency: do your missions and values align?
References, reputation and conflicts of interest: who is vouching for them? What is their reputation? And are any of your competitors already in theirtent?
WHERE TO FROM HERE?
Part 1 in this series looked at the reasons to export in 2019, while Part 2 looked at how to set your key goals and identify the most appropriate markets to invest in.
Next up, we will look at more key issues like brand activation. It is turning out to be a great year – if you would like to learn more, or simply start the conversation, reach out. I’m alwayshappytoconnect. ✷
✷ ABOUTTHEAUTHOR
FOOD EXPORT
Know your product, consumer and market to avoid shouting into the wind.
Najib Lawand is the
director of Export
Connect. He has 20
years’ experience in the
food and beverage
industry, across the private and public sector. He can be contacted at najib@exportconnect.com.au or
+61 448054234.
www.foodanddrinkbusiness.com.au | June 2019 | Food&Drink business | 17