Everyone is looking for opportunities in this recessed market, whether it be growing sales or reducing costs. With the independent aftermarket seeing sales down by 15 percent or more in some regions, looking to sell into other markets just makes good sense.
Other markets usually means looking for prospects a few counties over or perhaps attacking a new market segment. But sometimes those ambitions lead to setting sights a little further, if not higher, such as looking to mine sales opportunities in other countries.
It’s a viable strategy, but it’s not for everyone. The barriers to entry are high and the risks are steep.
But for those who have successfully gone global, it has become an essential part of their business plan and diversified their sales portfolio to better weather economic cycles.
“I can honestly say that if we didn’t have the global market to support our business we may not be speaking to you today as our domestic business has really felt the effects of the current economic recession,” says Rob Bramlette, president of Fleet Truck Parts in Calumet Park, Ill. “Running our business as a domestic-only business is just not possible in today’s economic climate.”
Bramlette is an exception to the typical distributor in many ways, and that’s been the key to Fleet Truck Parts’ success in export sales. They made a commitment to pursuing international business and they dedicated the resources to making it successful.
“Many distributors are looking into the opportunities [of international sales] as expansion possibilities. Exporting requires specialization though, and many are not willing to make the necessary investment,” says Todd Kindem, ArvinMeritor’s director of sales and marketing, Commercial Vehicle Aftermarket.
