What is an Export Channel Strategy?

While ‘buying’ is becoming more global, within the context of Europe many differences exist from country to country (eg. language, business style, decision making, culture, etc).

Having a concise strategy document outlining the ‘who, what, when, where and why’ of your sales channel plans means that you are treating this aspect of your business as seriously as other areas of your company strategy.

At IMS we have the necessary experience to help you work through these issues and develop a practical plan which covers all of the following key areas:

What is Channel Strategy


  • Who is your target customer?
  • Why should they buy from you?
  • What sales channels do they currently use?
  • What channels would they tell you that you need to use?

Market Landscape

  • What is the market size for your products?
  • Which markets are most attractive, why?
  • How do your competitors sell?
  • How do suppliers of complimentary lines sell?

Company Strategy

  • What are your company’s sales and market objectives?
  • What structures are in place or needed to support your 3rd party sales channel?
  • What resources are needed to support your sales channels?
  • How will success be measured?

Channel Structure

  • What type of partner do you need?
  • How many and where?
  • What role will these partners play with your existing sales team and other channel partners?
  • What are the likely channel conflicts that will occur and how will these be solved?
  • What are the legal issues?

Are you interested in Export Strategy or our Channel Development Services?

Contact us if you would like to discuss your requirements with a member of our specialist team.