Jim Giovinazzo Trade Finance as a Business Development Strategy
Without trade finance, there wouldn't be Indian spices, clothes, or jewelry in the United States. Or Apple's iPhones in China, much less any other international product at any respectable distance from its origin.
In fact, according to Investopedia, the World Trade Organization (WTO) estimates that international world trade has expanded 80%-90% thanks to trade finance.
For this to continue, companies need to include trade finance in their business development strategies.
How do you do that? Learn how you can incorporate trade finance into your business development strategy.
Incorporate Inland Trade Finance in Market Penetration and Market Development
Market penetration and market development are key parts of a business development strategy. Market development involves selling more of your service or product to repeat customers.
While market penetration is about expanding your product or service to other cities and provinces, it can involve inland trade finance. As you may have to renegotiate local and provincial trade deals.
For instance, let's say you sell jewelry. A business from a neighboring city may purchase your jewelry and sell it to its customers.
You have a long history with this client. And know that your product is selling quickly in your customers' shop. In which case, you could propose selling the client more jewelry for a bulk price.
After negotiating, the client agrees. However, despite the long, positive history you've had with the client, the client may not feel comfortable paying you before you export the jewelry.
This is where a trade financier or banking institution comes in, providing a letter of credit promising that you will export the jewelry upon payment.
Consider the Internet and Brick-and-Mortar Stores
If you're already selling more of your product or service to clients, perhaps it's time to branch out to another channel such as the Internet?
If you run a successful e-commerce store, maybe it's time to start a brick-and-mortar store as well?
That way, your customers have more options where to buy your products.
Especially when it comes to brick-and-mortar stores, trade finance can help you secure new import and export trade deals-especially when there are multiple currencies involved.
Creating a New Product or Service for Repeat and New Customers
With repeat customers, you're doubling the number of products the repeat client is importing.
And, with new clients, your new product or service will expand your client base. It's important that you first create new products for your repeat customers before jumping to new customers, as it involves more risk.
Again, trade finance can help cultivate more trust during this period of growth. Since trade financiers or banking institutions can create letters of credit, laying out the terms the importer and exporters must follow.
Final Thoughts About Your Business Development Strategy
Know that growth doesn't happen in a day; it's harder for businesses to jump from market penetration to supplying new products to new clients.
This is why we recommend that you approach growth slowly. However, know that trade finance may help increase the number of clients you trade with, no matter where they are.