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15
Nov

Ross Higgs, Wire Belt Company, Export Champion Interview

Ross Higgs, Wire Belt Company

Sales and Marketing Manager

Why is Wire Belt successful in export?
Wire Belt is successful in export by concentrating on the key target markets (not a scattergun approach), recognising that entering and building a market takes effort, time (1-2 years) and use of the correct resources. Once we have identified a potential distributor working with them on a trial base (1 year) to see if they and Wire Belt are good fit.

The other important element of building a successful distributor is creating a jointly agreed business plan, product training, customer visits, clear understanding of the USP’s of the products and services, industry sector knowledge and commercial support with transnational and national groups and lastly understanding of the importance of customer service.

What markets have been recently successful and why?
Turkey has been seen by Wire Belt as a very strong market for our products, however the current distributor has not been performing in line with the known growth and market trends.

Wire Belt formally cancelled its distributor contract (we use the ICC contract) and have now appointed after further research of the market potential three distributors, these are focussed on three different channels.

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