b'What the Flu Shot has in DAN CUSTIS CEO AND CO-FOUNDER, ABM Common with Business @ABM1stdan@abm1st.comabm1st.com LAST WEEK Ifound myself sitting in a chair getting my flu shot. I get one every year because I know its the smart thing to do in order to reduce my risk of getting sick.5 Considerations BeforeI got my flu shot at a local pharmacy, which makes it very convenient. There was a time when you had to go to a doctor or a sched-Doing International Business uled clinic in order to get it, which made it a bit of a hassle and often discouraged people from getting it in the first place. In fact, stats IT CAN BEexhilarating moving intowomen who sowed the seed and didshow that people who live in states that allow new, international markets. One ofthe farming. pharmacists to give flu shots are more likely my passions is bringing our prod- Distribution. If you have beento be vaccinated than those who do not live in ucts into new countries and work- contacted by a distributor or com- those areas.ing with the farmers there. With apany interested in distributingThe key takeaway is that when you make it little forethought and preparationyour product in their country, do aconvenient for people to do something, they in a few areas, the challenges youllbackground check so you know whoare more likely to go through with the activ-face navigating the deep waters ofyoure dealing with. For example, areity. Promoting your products or services is the international business will be easilythey a legitimate agricultural chemi- same. If you make it hard for people to do busi-overcome or avoided altogether. cal distributor or retailer? How longness with you, theyll pass you by altogether.Know Your Market. The No. 1 con- has the company been in business?The internet has made it easier than ever sideration is the market. UnderstandAre they financially sound? Do theyfor people to find out information about you. the market youre breaking into andhave the sales force required to dis- Im a lot more likely to spend money with what crops are being addressed.tribute your product? someone whose business has a prominent Determine specific crop needs. ForUnderstand the Registrationonline presence, especially on Google Maps example, before entering a newProcess. One of the biggest chal- and Facebook. Not only does this make it market, we would determine if alenges you could face is productmore convenient for me to get operating biostimulant or disease and/or insectregistration. Each country has a dif- hours and read reviews, it also shows me the control is required for improving cropferent registration process. Althoughowner of the business is engaged with the health, quality and yields. we also research this area, we lookonline world and keeping up with technology.Understand the Culture. Abandonfor distributors who have expertiseIf youve been putting off building an the North American way of doingin the registration process and canonline presence for your business due to time business. We cant take our waysdetermine the fastest and easiestconstraints or the fact you have a small staff, of carrying out business to anotherway to get a product registered. Weknow that you can start small. country and assume people there willwork with, and provide informationHaving a strong online presence is impor-understand what we mean. Researchto, the distributor to meet registrationtant. Just as people are more likely to get a flu the countrys culture before makingrequirements. shot if its made convenient for them, theyre contact. Understand how business isProduct Testing. Effective productmore likely to view you as someone worth conducted in that country. The lasttesting is an important part of thedoing business with if they can see youve put thing you want to do is insult peopleprocess. We give the companies orsome thought into building your online image.with the way you want to do busi- distributors were working with a test-ness. Understand who your customering protocol which they implement is and what their goals areandfor initial testing of our products. We culture is a big part of that. want to see that testing carried out in Additionally, understand themultiple locations.farming practices in that country.Despite the challenges you mayMARC ZIENKIEWICZAlso, who does the farming in thathave to overcome, working withEDITOR, CREATE BY ISSUES INKcountry? When I traveled to thepeople in other countries and from @mzienkieDemocratic Republic of the Congo,different cultures is extremely reward- mzienkiewicz@issuesink.comI was completely surprised thating. Just remember to do your home- issuesink.comwomen did most of the work. Thework, be cautious, and go slow.men treated the seed, but it was the 48/ SEEDWORLD.COMDECEMBER 2019'