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Finding export customers

Discussion in 'Retail Business Advice and start ups' started by ESPERANCE, Jan 18, 2020.



    Jan 18, 2020
    Good morning all,
    I am new to this forum. If I'm here, it's because I have an import-export project.
    I plan to create a wine export company. I would like to buy wine from wholesalers in France and then sell them overseas (to wine merchants, wholesalers, stores, etc.)

    I’ve already researched the subject and collected a lot of information. Particularly on customs procedures, standards, market conditions, etc.
    However, before I got started I started looking for potentially interested customers to work with me.

    So I sent emails to wine merchants, stores etc explaining who I am and my project and then I finally asked if they were interested in working with me. However I had no answers ...
    So my question is, how do you find customers for an import-export business? And how to solicit a prospect to offer him my products?

    Also I have another question regarding the final sale price of my product. Can I sell my products with a 50% margin? Is this realistic? And how do you determine the "right" margin to make when selling for export?
    I take any other informations to structure my project.

    (Sorry if I am not in the good topic)
    Thank you for your help.
  2. Import Expert

    Import Expert

    Oct 6, 2011
    I think your project may still be a little way off the mark. Why would the potential customers you are targeting buy from you and not their current suppliers? Are you cheaper? Better quality wines? Put yourself in their shoes. Why would they not buy from the wholesalers in France directly?

    Margins - Again if you are asking this, that's a concern. What prices are your competitors selling at? Would margin vary from wine to wine? Bulk discounts? What are your costs?


    Jan 18, 2020
    Thank you for your reply.
    Indeed, it is a market with a lot of competition. It is therefore necessary that I stand out. To do this, I will try to position myself in the ‘’ niche ’markets, for example little-known wines, organic wines, or wines from a particular region.
    However I think the market is so large that even if I offered the same products as the competition I could get by (I may be wrong??).Can this strategy work?
    Regarding margins it is very difficult to know the margins achieved by the competition, so I can not really base myself on this data.
    Indeed I think the margins vary from one wine to another, but it is complicated to find information on this subject (If you have leads I am interested) So I must admit that I don't really know what to base myself on to determine the profit margin.
    What methods do traditional export companies use to determine their margins?
    Thanks for your help
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