"increasingly doing their own buying"

Parte I.

Continuando a leitura de "CBI Understanding European Buyers: Footwear".

"Retailers and brands are increasingly doing their own buying
.
Players on the European footwear market can be roughly divided into two categories: large retailers and brands on the one hand and wholesalers, or importers, on the other. Due to the aforementioned pressures, the former category in their search for lower-cost production opportunities, are increasingly sidestepping the intermediaries in the supply chain, i.e. wholesalers and/or importers. Instead, they are seeking to do business directly with low-cost suppliers, or, in some cases, developing their own production facilities in low-cost countries.
.
Considerations for action

• Importers or wholesalers are no longer your only or most likely, point of connection with European markets: you might just as successfully establish a direct relationship with a major EU retailer or brand. Which of these you choose, depends on your strategy.

• 􏰀If you are aiming for direct sales to brands and/or retailers, be prepared for a steep learning curve. Make sure your staff have the willingness and ability to learn and adapt in order to keep in step with your target group.

• Make sure your company is visible and easy to find on the Internet, at trade fairs et cetera.

• Make sure you meet all the basic criteria for the particular segment or market you are focussing on.

• If you have a successful partnership with a brand or retailer, approach similar players, using your client as a reference. Success fuels success."