Helping foreign consumer product brands efficiently and profitably sell in the U.S.
Selling products in the U.S. is very different from selling in a foreign company’s home market.
Foreign brands face several challenges selling efficiently and profitably in the U.S., including:
Proper Entry Strategy:
Profitable product launch and sales growth in the competitive U.S. market is directly correlated to an appropriate, focused strategy. Otherwise, money and time are wasted.
Profitable product launch and sales growth in the competitive U.S. market is directly correlated to an appropriate, focused strategy. Otherwise, money and time are wasted.
Bearclaw Advisory helps develop effective go-to-market strategy and execution plans, aligning with company objectives but adapting to the U.S. market. Aspects include target markets, consumer demographics, distribution channels and unique competitive positioning.
Consumer Adaptation:
The U.S. consumer is different from the home country’s consumer. Mastering U.S. consumer nuances, cultural differences, regionality and trends is hard.
The U.S. consumer is different from the home country’s consumer. Mastering U.S. consumer nuances, cultural differences, regionality and trends is hard.
Bearclaw Advisory helps develop detailed U.S. consumer market analysis to effectively adapt products, packaging, branding and marketing to U.S. consumer preferences. This proper adaptation ensures good return on investment and accelerates growth.
Proper Pricing:
Pricing properly to balance competitiveness with profitability is crucial, yet difficult.
Pricing properly to balance competitiveness with profitability is crucial, yet difficult.
Bearclaw Advisory helps analyze competitor pricing, market conditions, product elasticities, customer requirements, etc., to determine the best pricing to maximize long-term profitability.
Sales Execution:
Setting up effective U.S. channel distribution, retail partnerships and sales team can be time consuming and expensive. Cost-of-doing business, sell-in/set up process, marketing support, etc., vary widely and often have hidden costs that dramatically decrease profitability.
Setting up effective U.S. channel distribution, retail partnerships and sales team can be time consuming and expensive. Cost-of-doing business, sell-in/set up process, marketing support, etc., vary widely and often have hidden costs that dramatically decrease profitability.
Bearclaw Advisory helps set up cost effective distribution channels, customer partnerships, sales representation and customer service. It saves foreign brands time and money.
Supply Chain Logistics:
Efficient U.S. supply chain/distribution logistics is challenging to set up.
Efficient U.S. supply chain/distribution logistics is challenging to set up.
Bearclaw Advisory helps optimize importation, U.S. distribution logistics, inventory, etc. It negotiates with service providers, suppliers, customers to for timely and profitable delivery.
Regulatory Compliance:
U.S compliance for importing and selling is increasingly complex. Non-compliance with U.S. Customs, the F.D.A., the F.T.C., etc., can disrupt sales and cause large fines.
U.S compliance for importing and selling is increasingly complex. Non-compliance with U.S. Customs, the F.D.A., the F.T.C., etc., can disrupt sales and cause large fines.
Bearclaw Advisory helps brands comply with the complex U.S. regulatory environment for importing, product safety, labeling, marketing claims, etc., using its extensive network.
Through efficient and effective solutions, Bearclaw Advisory gives foreign consumer product brands the highest likelihood of selling profitably in the U.S.
Questions about selling more profitably in the U.S.?
Frequently Asked Questions
by foreign brands working with Bearclaw Advisory to sell profitably in the U.S. market
What is the U.S. market potential for my brands’ products?
Market research will identify current category size, trends, consumer preferences, distribution preferences and the competitive landscapes relevant to your products. The research results provide insights on sales growth potential, target consumer demographics, customer prospects to prioritize, etc., enabling better U.S. market entry strategy decisions.
What are common pitfalls for foreign brands entering the U.S. market?
Common pitfalls, that ultimately cost foreign brands more time and money when trying to figure out the U.S. market alone, include underestimating competition, neglecting regulatory compliance, failing to localize marketing strategies, misunderstanding U.S. consumer behavior and pricing improperly. To reduce these pitfalls, it’s more cost effective to work upfront with a U.S. market expert to analyze and develop entry strategy and execution plans.
How do I navigate U.S. regulatory requirements?
It is a challenging time to enter the U.S. market. Understanding dynamic import, tariffs, safety, labeling and marketing regulations is crucial for compliance. It is more cost effective for foreign brands to have a trusted U.S. partner guiding them through necessary regulations, certifications, and labeling requirements specific to its product type. Doing so helps avoid costly fines and sales disruptions.
What distribution channels should I consider?
Based on the company’s U.S. goals, upfront market research helps determine the distribution channel strategy and prioritization. Strategies can include focusing initially on e-commerce to develop U.S. presence and cash flow, using wholesalers immediately, developing direct retail partnerships, testing regionally before expanding nationally, etc. The key is to implement the most efficient, effective penetration strategy to achieve the foreign company’s long-term U.S. market goals. A U.S. partner helps maximize ROI.
How can I effectively position my brand in the U.S. market?
The U.S. market is highly competitive and a unique position should be developed upfront. Many times there are well-established, better-funded competitors in the foreign brand’s category. A unique value proposition tailored to U.S. consumers that truly differentiates your brand is critical. Success is related to how emotionally-connecting, concisely communicated and easily understood that value proposition is. A U.S. partner streamlines this process.
What pricing strategy should I adopt?
Proper pricing has multiple factors, two of which are: (1) What U.S. consumers are willing to pay given the competition and your brand’s perceived value [premium, discount, etc.]; and, (2) selling profitably so the brand covers COGS, distribution costs, marketing expenses and other costs. Analyzing these factors helps determine the proper pricing to move ahead with.
How can I develop an effective marketing strategy?
First steps are to determine the effective U.S. positioning, value proposition, target consumer, distribution strategy, etc. These inputs determine the framework for developing the marketing strategy to efficiently make target consumers aware of, try, purchase, repeat purchase and recommend your products. A U.S. partner streamlines this framework development, saving time, and creating greater ROI from sales/marketing investments.
What cultural differences should I be aware of?
U.S. consumers are generally different from those in a foreign brand’s home market. The specific cultural differences depend on the product categories and target consumers. Also, there are significant regional, cultural differences within the U.S. that are also often not accounted for by foreign brands. To succeed brands need to adapt products, packaging, branding and marketing to U.S. consumer nuances. A U.S. partner streamlines this process and ultimately creates greater ROI.
What are the best ways to work with Bearclaw Advisory to maximize success?
It starts with Bearclaw Advisory understanding the company’s overall goals and how a project fits within those goals. Bearclaw Advisory works best with open communication to set clear objectives, projected timeframes, progress check-ins, etc. Then establishing key performance indicators (KPIs) to monitor progress related to the objectives.
Questions about selling more profitably in the U.S.?
Schedule a complimentary call to learn how Bearclaw Advisory can help you