Market analysis and appointment setting
Market analsysis and appointment setting is a necessary preparation for many core business development activities in Russia. For example:
We have unique capabilities to do this for goods and linked services as we have a hugely effective resource in our subscription to the Russian Customs Service database and our in house database management system to make sense of the data.
Our basic technique is to identify importers of a particular HS Code that you choose, the volumes they buy and the prices they buy at. This applies even if you are not engaged in exporting to Russia as this identifies your competitors (including locals strong enough to export) and their prices.
If your target market are not imports or exporters but service companies or local producers then we have access to the Russian tax databases and about 20 additional databases that provide additional information linked to tax identification number. Again we can build a call list although by the nature of the information, less precise than the customs data.
Beyond this point, the course of the project becomes less predictable as it depends on the industry, the companies involved, locations and so on.
A note on Trade Shows and press advertising
Trade shows and press advertising are very effective in Russia.
The size of Russia both in geography and population makes it impossible for regular cost effective visits to customer locations unlike most European countries. So the trade press is widely read and Trade Fairs are well attended.
It is much more cost effective to meet a dozen of your existing customers at a trade show. This doesn't mean unexpected customers will turn up at your stand. You still need to tell your customers and potential customers that you are there and suggest appointment times for them. This needs an appointment setting process and a media release.