Now that you`ve identified the right buyers, there`s still one more thing to do before initiating contact, and that is to, put yourself in your recipient`s shoes and anticipate what questions they might have when they open your email and be ready to answer.
General information wine importers require from their suppliers are:
company size, location, number of employees and financial power;
company`s pricing structure;
company`s reputation, history, performance;
production capacity and the consistency in product availability;
samples availability and delivery;
previous and current partners as well as markets you export to;
product catalogues, brochures or other marketing materials available;
if your website and social media channels are up to date and accessible.
Thus, when you know your business and what you sell, you can craft a unique selling proposition that makes you stand out from the competition and catches the attention of the importers you have business chemistry with. See how your offer could bring value to their needs and focus on the importer`s history, brand, or portfolio to identify those needs.
As a general rule, importers look for:
products from a certain category that are not yet covered or not covered enough;
unique products that could spice up their portfolio;
to increase the volume of a product/brand that already works well.
Wine, beer, and spirits importers start by focusing on products that they think would best fit their portfolio, products with a history of selling well or with a potential to do well.
When it comes to alcoholic beverages, importers say they look at a plethora of particularities and narrow down their selection by looking at criteria of their choice which could be: good product quality, competitive prices, good taste, availability in production, shipment reliability, reputation, safety regulations, or environmental credentials.
The feedback we received from importers themselves also highlight that fast, clear, and professional communication in at least average English is a top requirement.