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Services

A multitude of export opportunities exist for Australian companies and with our specialist services, you can identify and access the right option for you

We can navigate the complexities of market-research and help you set up those all-essential, in-market connections, leaving you free to do what you do best – developing your products.

A & H’s detailed market analyses, and expertise in developing entry strategies, coupled with target buyer pitches, will connect you to a broad network of pre-qualified buyers who are already interested in your products. 

A & H can grow your export business with the following client services.

Market Development Director Service

Many Australian food and agribusinesses have the brands and products which are in demand and have the potential to succeed in export markets – but lack the time, resources and international network required.

For the first time, we’re offering the opportunity to access our highly respected and experienced market development directors. At a fraction of the cost of a full-time employee, this service provides you with a wealth of international market knowledge, commercial acumen and buyer networks that will drive positive export sales results for food and agriculture businesses of all sizes.

Together, our Market Development Director Service will help you to identify and enter new markets, grow existing markets and ensure profitable outcomes.

Where you play and how well you execute your strategy matter the most for business growth. Get practical support from our Market Development Directors with over 40 years of experience in the F&B and agribusiness industry across South East Asia, Northern Asia, the Middle East, the USA and here in Australia. The service is tailored for your business to support growth domestically and globally.

The targeted insights from the Market Development Directors allow for nuanced analysis, sustainable strategy development and positive business outcomes.

Service Inclusions:

Identify the markets

that present the best commercial opportunity for your business based on current and detailed competitor analysis, consumer, channel and category trends, category and trade data, and market access requirements.

Engage the channels 

(distribution, retail, foodservice, e-commerce, industrial, private label and traders) that will maximise your market potential. 

Develop the export pricing models

to deliver optimal volume and value outcomes for each market.

Design market-specific pitch decks

that highlight your brand’s USP to attract buyer interest.

Pre-qualify buyers

based on sales/distribution capabilities, and brands represented.

Maintain transparent and open communication

to align export market development engagement with your commercial objectives and long term export success.

Negotiate

pricing, KPI’s, activation programmes, etc.

Facilitate market compliance and registration.

Initiate sales orders and audit buyer performance

across all agreed KPI metrics.

Inform new product development opportunities.

Stand Up Meeting

Market Visit Programme

Armed with a detailed market and competitor analysis, travel with a small group of like-minded peers and your A & H facilitator to meet pre-qualified buyers on the ground in key target markets. 


Getting to knowing your market in-depth is a crucial first step to successful exporting – but its not always easy to achieve, especially for businesses new to a region. That’s why we’ve put together A & H’s Market Visit Programme – to get people from your company on the ground in the places you want to sell. See where your products would sit, meet vetted buyers, and get the inside scoop on your target markets.

No matter where you are in your export journey – a small business new to exporting, a big brand wanting to break a new region, or an old hand wanting to refresh market knowledge – we want to help.

A & H’s market visits are all about you. That’s why we take a maximum of 6 companies on each visit. The small group ensures plenty of time and opportunity to focus on your business, while travelling together allows for collaboration and a team Australia approach – as well as providing like-minded people to enjoy the trip with!

What to expect on an A & H Market Visit:

Market Research

Our team will be working for you well before take-off! In the run up to the visit, you’ll receive our in-depth market reports on market economics; consumer behaviour and demographics; category and channel trends.

Meetings with Pre-Qualified Buyers

A & H’s experience and networks enable us to set up meetings with pre-qualified buyers from retail, distribution and eCommerce channels in each market we visit. That means you’ll meet buyers already interested in your product category – the most effective way to get traction!

Competitor Analysis

In addition to the market reports, you’ll receive a detailed competitor analysis for your product. This includes a competing products report and pricing matrix so when on the ground you are armed with information to help make the most of your supermarket visits and buyer meetings.

Post Visit Follow Up

Our job doesn’t end on departure. To round it all out, we’ll host a follow-up session after the market tour, to maximise opportunities created and elevate contacts generated.

On-The-Ground Supermarket Visits

On the ground in the market, we’ll show you your and your competitors’ products, on-shelf. You’ll have the opportunity to understand first-hand how the display, pricing and other local factors affect sales and marketing.

Colleagues in Meeting

Tailored Client Projects

Need to get to grips with a new market, or revisit your strategy for an existing one? We’ll tailor our project to your business, with in-depth market and competitor analyses, tailored pitch development and prequalified buyer leads. 


When it comes to exports, one size does not fit all, so, with the experience in the F&B and agribusiness export industry, we provide advice custom-tailored to your business. Brands have worked with A & H to launch market development strategies across the Asia Pacific and Middle Eastern region, and our experience has delivered over 289 projects in 20+ markets for over 160 clients since June 2016.

Our watchwords for export strategies are Select; Connect; Grow, and these are reflected in the milestones around which we structure our projects:

Select

We undertake tailored market research highlighting key trends, stats, and regulatory requirements within your target market and product category. That includes online and on-shelf competitor reviews, so that together we can assess the market potential, and pinpoint a viable market entry strategy for your products.

Connect

During the second milestone, the A & H executive team works with you to develop a high engagement, evidence-backed pitch deck, leveraging in-market knowledge and insights.

Grow

Our services don’t end there. Once we’ve helped you connect with potential buyers, we offer ongoing support – helping you get those export sales and maintain them through promotional programmes and relationship management.

Image by Kailash Gyawali

Workshops, Programs & Industry Strategies

If you are considering building your export business, or need to know more about an existing or target market, why not book one of A & H’s workshops?


To date we have delivered 120+ workshops or forums and 255+ market assessments across these categories: 

Workshops

Whichever stage of the export process your constituents are interested in – getting started, delving deep into advanced issues, or just refreshing knowledge about a specific market – we can develop and deliver a workshop that fits.

 

Our market-specific workshops incorporate content we’ve developed for more than 170 market insights projects over 20 markets in the past two and a half years. We build in case studies from recent clients and A & H’s export experience to give you real world examples, and cover topics including emerging market & category trends, channel insights, market access requirements, USP articulation & market entry. What makes an Export Connect workshop special? We custom design our workshops to be category and market-specific, maximising value for each attendee.

Forums

In the export business, hearing from the people who have been there and done that is crucial. Our panel discussions, drawing upon a network of in-market buyers and experienced export managers give you the opportunity to learn from others’ success stories (and just as importantly, the times things didn’t work) and share challenges and opportunities. 

Our forums are facilitated by our director, an experienced exporter who knows what questions to ask to glean information that can help develop your export business. 

Trade Event Preparation

Whether you are attending a trade show or involved in an inbound or outbound mission, ABC can help you prepare for buyer meetings and successful negotiation. We deliver trade show and mission readiness workshops helping companies understand market opportunities and challenges. We can help you develop your market-specific pitch and provide pre-qualified buyer leads, introductions and even lead in-market supermarket tours. At A & H we aim to get you ready for buyer interest and success.

Industry strategy and technical barriers to trade

Industry strategy and technical barriers to trade
Is your industry sector searching for appropriate export markets or needing evidence based insights to inform an industry wide export strategy?


Market Scorecards
A & H develops market-specific scorecards that enable you to understand the best market opportunities for your industry sector/product categories by utilising a set of highly relevant objective and subjective metrics, including but not limited to category size and growth prospects, trade data, economic indicators, tariff rates, key competitors, and key consumer, channel, and category trends.


These criteria are weighted appropriately according to your industry sector/product categories and allocated a score to reflect potential market development opportunities. Ultimately, the comprehensive scorecard will allow your members/clients to focus their limited resources on the markets that present the best opportunities and returns.


Technical barriers to Trade
A & H has delivered market access projects to help industry sectors better understand the market access conditions and potential barriers faced when exporting overseas. This includes the provision of import control mechanisms and registration guides, key regulators and laws, documentation and labelling requirements, and relevant VAT and tariff on a market/product-specific basis.

Export Pathway Programs

Are your members or clients looking to pursue sustainable export success and build long-term export capability?

Our Export Pathways Program is a structured learning pathway comprising of practical and actionable advice designed and delivered by export market development experts. With a 100% industry peer recommendation rate achieved from over one hundred participants, the Export Pathways Program includes a mix of export assessments, tailored market intelligence, capability building masterclasses and workshops, one-to-one mentoring, pitch development and pre-qualified buyer connections. The program can be adapted according to the cohorts’ stage of their export journey, product categories and markets of interest. Get in touch with us today to learn more!

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