Market-entry plan
A written plan sets out which country, which channel and which order to enter in.
Export · Europe
Machinery and service exports
We export machinery and services to the European market, with Germany, the United Kingdom and the Balkans as priorities. Beyond getting the product there, we also set up the market-entry strategy and compliance process together.
Market-entry strategyCompliance and documentsDistributorsLogistics
The problem
The product may be good, but the market does not know you yet.
When entering the European market, the most time is lost on identifying compliance documents and the right channel. A poor channel choice slows down even a good product.
- Missing conformity documents in the target country
- Difficulty finding the right buyer or distributor
- Need for documentation in the local language
- Uncertainty over delivery terms and pricing
Compliance
For machinery, documents come first.
Selling machinery in the European Union requires a conformity assessment under the Machinery Directive and CE marking. Additional local requirements in the target country are also checked. This step comes before any sale.
Process
Market entry in five steps.
Each step prepares the next. A skipped step becomes expensive later.
01
Market and competitor analysis
Demand, price levels and competitors in the target country are reviewed.
02
Compliance and documents
CE documentation, the technical file and user manuals in the local language are prepared.
03
Buyers and distributors
Suitable buyers or distributors are identified and approached.
04
Offer and contract
Price, delivery terms, warranty and after-sales service are put in writing.
05
Logistics and after-sales
Shipment, customs and after-sales support are followed through.
Support areas
What kind of support we provide.
Each export project gets its own scope.
Customer development
Relevant buyers are found with ImpexAI and first contact is made in the local language.
Quotes and negotiation
We support quote preparation, negotiation and the contract process.
Freight and customs
Cross-border transport, customs and delivery are coordinated.
Points to watch
Common issues in the European market.
Planning these from the start greatly reduces problems after the sale.
- Conformity documentsThe product’s compliance with legal requirements in the target market.
- Local documentationPreparing the manual, labels and technical information in the target language.
- Warranty and serviceDefining the after-sales service model and spare parts flow.
- Delivery and priceDefining Incoterms delivery terms clearly alongside the price.
Frequently asked questions
About exports.
Which markets do you export to?
We work mainly in the European market, with Germany, the United Kingdom and the Balkans as priorities. Other countries are assessed on request.
Do you recommend a distributor or direct sales?
The decision depends on your product, order volume and market. Sometimes a mix of both gives the best result.
Do you also export services?
Yes. Market-entry plans are also prepared for engineering, consulting and software services.
Which documents will I need?
This depends on the product type. In the first call we review your product and list the documents you need.
Next steps
Other trade areas.
ImpexAI
An AI system for buyer generation and first local-language contact.
Go to page →Sourcing from China
The process for sourcing a product or raw material from China.
Go to page →Industrial filtration
Filtration solutions that keep performance high in exported machinery.
Go to page →Let’s define your export goal together.
Share your product and target country and we will plan the first call for a market-entry plan.