market access internacionalização exportacao

From an on-site to a virtual trade mission to Scandinavia

Under the scope of the Atlantic Food Export and Interreg projects, six companies from Portugal, Spain and Ireland are participating on a virtual group mission, promoted by Cork City Council.

Market Access has been identifying and contacting local suppliers/importers/distributor in Sweden and Denmark in order to evaluate their interest in meeting with the companies participating on the joint project.

Although, due to Covid-19 constraints, the physical visit to the markets was cancelled and we had to adjust the project methodology in order to transform the local meeting on a virtual meeting.

“We engaged Market Access to organise a trade mission to Scandinavia for health food companies from 5 Atlantic regions. The team at Market Access have been brilliant at tackling the challenges of preparing small companies, researching the market and engaging buyers. When the Covid lockdown hit and we had to pivot to virtual buyer meetings, Market Access were superb at helping everyone involved adapt to the new environment. They devised a new meeting format, delivered training and guidance and helped with follow through to great effect.”, states Ivan McCutcheon EU Projects Manager at Cork City Council.

Having an on-site meeting isn’t the same as having a virtual one. The potential buyer only sees the companies representative and their products by a screen and the levels of attention are much lower. In order to make the companies offer – producers of organic and health food and beverages products – more tangible, we adjusted our methodology and included a training session about the techniques that can be used on an online pitch. Additionally, the companies adapted their communication materials to the online meeting and pitch.

For now, the companies met with one Swedish food importer and, during the next weeks, they will continue to participate on B2B virtual meetings with other Scandinavian food importers.

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