Caribbean Export OUTLOOK 2016

in the market. Additionally, some brokers even

offer merchandising (planning promotions and

keeping product on the shelf), computerised

ordering and data collection services.

Les plus grandes leçons apprises dans le

domaine de l’exportation

Focus on sales, value and customer retention

throughthedevelopmentofastrongcompany

brand, as well as the formation of strategic

partnerships. While branding is extremely

important,partneringwithlargeinternational

distributors will assist in increasing sales

volume while giving you the much needed

time to work on your ownmarket awareness.

Co-packaging has proven to be a successful

areaofpartnershipforSouthsideDistributors.

Always conduct a category assessment on

prospective customers for your brands.

In the case that you provide co-packaging

as Southside does, then create a template

to capture basic information such as

competitive product assortment/variants,

sizing, pricing, and shelf space allocated to

the category and merchandising practices.

Arrange a fact-finding visit or contact local

distributors, market contacts, and your

country’s foreign trade office for insights

into common launch strategies, costs to

enter and margins. These store checks can

help you estimate the “size of the prize”

or you can purchase official category

data from several programmes. Do your

homework!

Always establish ameaningful Unique Selling

Proposition (USP). Most markets will not

support another “me too” brand. Meaningful

new product innovations race across the

globe in record time. The key is to review the

competitive intelligence gathered during your

market assessment (as stated in point 1) and

sync with your own core competencies.What

newcanyoubringtothecategory?Innovation,

nutritionalclaims,sizing,pricing,incremental

category profits, unique advertising, or

“Heavy Spend Plan” all serve as meaningful

USP alternatives. In the case of Southside,

one example is our new jerk sauces that are

flavouredwithauthenticJamaicanfruits(eight

including tamarind, guava and pineapple).

Createawell-definedplanandsticktoit!This

includes all of the fundamentals: product

assortment, pricing, communication,

marketing support (in the case where your

brand is being used you can send some flyers

and recipes along with a shipment), trade

channel targets, timeline for key activities,

and measures.

Soutien financier reçu

With the assistance of Caribbean Export,

Southside Distributors Ltd has benefited from

workshops inmanagement training andmarketing

to name a few. The company has been partnering

withCaribbean Export for years and participated

in Breakpoint 2010 as a finalist in London, where

our CEO Denese Palmer presented a pitch to

potential investors and buyers.

Caribbean Export has been integral as a

partner in Southside’s growth over the years,

as we have received technical assistance to

develop a brand new website. We also received

grant funding to carry out rebranding which

could not have been possible without the

assistance of the Agency.

Name of Award Presented to your Company

Female Exporter of the Year Award 2014

Facteurs clés de réussite

The team’s ability to be committed and

consistent in their duties.

Through continuous training of staff and

also partnerships, we are able to retain our

customers, be consistent in quality service

and products, and the team shares in the

vision and continues to be committed.

Strong relationships with our suppliers.

Increased sales in the Canadian market.

Increased production capacity.

Being able to get assistance from Jamaica

Export Association, Caribbean Export and

Jamaica Promotions Corporation.

General Recommendation on Support

Needed by Exporters

Exporters in general need consistent access to

platforms to showcase their products across

international markets, and even gain the

opportunity to sell at these trade shows.

Exportersdonotonlyneedgrantstobringour

establishments up to international standards,

but we must also be held accountable after

receiving grant funding to get those standards

realised.

We need constant market research on

changes in the market, trends and new

opportunities in potential markets.

Recommendations on steps to take to get

a larger market share and be able to grow

consistently.

10. The ability to import innovative machines

thatwillfacilitateenhancedmassproduction

and decrease loss at a competitive price

(criteria can be developed for same).

OUR COMPETITIVE ADVANTAGE