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What does 1960s NASA technology and 100% natural crunchy cheese have in common? In this episode of Start Global Insights, host Dmytro Shvets sits down with Vadym Gryshyn, co-founder of the Ukrainian brand snEco.

Vadym shares the remarkable story of how he and his brother Philip built a patented food-tech business and navigated the highly strict EU regulatory systems to get their products on shelves across Germany, Poland, and Sweden.

What You'll Learn in This Episode:

The NASA Connection: How snEco adapted NASA technology to create a 100% natural, shelf-stable cheese snack with a 24-month shelf life.
The EU "Traces" System: The complex process of becoming the first company in the region approved to export animal by-products to the EU.
The Danger of Non-Focus: Why attending international trade shows without a target market resulted in zero Spanish clients.
The Swedish Retail: Why Sweden’s decentralized supermarket model requires a completely different sales strategy compared to central-buying markets.
B2B Growth Hacks: Creative ways to get the attention of busy category managers and distributors.
The Nordic Timeline: Why you need patience, country-risk risk mitigation, and a 3-year horizon when selling to Northern Europe.

Episode Chapters & Timestamps:

00:00:23 Introduction to Vadym Gryshyn and snEco.

00:01:11 The origin story: Transitioning from non-food backgrounds to patented cheese tech.

00:02:11 Reinveting NASA-inspired microwave vacuum drying.

00:04:36 Re-building the business and relocating the factory during the full-scale invasion.

00:07:07 Navigating EU animal by-product regulations.

00:10:26 Lessons in focus: Why starting with Europe isn't always the easiest path.

00:12:40 Adjusting product packaging.

00:14:26 Trade show realities: The truth about building trust vs. closing immediate sales.

00:17:18 Active export markets.

00:19:33 Supporting your distributor: Why selling to the warehouse is only half the battle.

00:22:00 Multi-channel sales approaches.

00:31:30 The patience game.

00:32:43 Final takeaways and tips for exporters.

LinkedIn profiles:

Host, Dmytro Shvets: https://www.linkedin.com/in/dshvets/

Guest, Vadym Gryshyn: https://www.linkedin.com/in/vadym-gryshyn-sneco/

Don't forget to subscribe for more global business insights.

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Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

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Hiring employees abroad is one of the biggest operational challenges in international expansion, and most companies get it wrong from day one.

In this episode, executive search expert Andriy Strekhaliuk shares a full international hiring strategy.

Andriy is the founder of Astra Plus and brings 14+ years of experience in global recruitment, including senior roles at DuPont EMEA and Mondelez International across 11 countries.

What you'll learn:

The #1 mistake companies make when hiring in a foreign country

How to build your employer value proposition when no one knows your brand

EOR (Employer of Record) vs. freelancer vs. legal entity, which model to use

The €45,000 legal trap when misclassifying foreign employees

How to benchmark international salaries (Mercer, Hays, Glassdoor, local boards)

How to localise, not just translate, your job descriptions

90-day onboarding goals and exit strategy planning

Chapters:

00:00 Intro. The cost of a wrong international hire

00:57 Andriy's background: Executive search, DuPont, Mondelez, & Astra+

04:13 Mistake #1: Copying your domestic hiring playbook abroad

05:57 Sales psychology: Treating recruitment as a partnership value proposition

07:31 The Brand-Zero Strategy: Attracting talent when no one knows your company

12:44 Step-by-step roadmap: Internal capacity vs. hiring agencies

18:13 Legal entities vs. Employer of Record (EOR) vs. Freelancers

19:49 The compliance reality: The €45,000 independent contractor risk

20:47 Beyond the offer: Onboarding, cultural adaptation, & 30-60-90 day metrics

24:24 Digital footprint: Localizing JDs and maintaining marketing consistency

26:19 Salary benchmarking: Navigating generic data vs. real-time verification (Mercer, Hays, Glassdoor)

About the guest: Andriy Strekhaliuk is founder and CEO of Astra+ (astraplus.io), an executive search agency specialising in senior and international roles. He is a visiting lecturer at UCU Business School and brings 14+ years of experience in global talent acquisition across technology, FMCG, and industrial sectors.

LinkedIn profiles:

Host, Dmytro Shvets: https://www.linkedin.com/in/dshvets/

Guest, Andriy Strekhaliuk: https://www.linkedin.com/in/andriystrekhaliuk/

About Start Global Insights: The podcast for companies looking to expand internationally. Every episode features local experts and global sales leaders sharing actionable insights on market entry, B2B global sales and international business culture.

Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

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Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

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While Part 1 of this series explored the cultural identity of Ukraine, this concluding episode moves directly into the meeting room.

The episode is a practical guide for any international leader ready to close deals and manage successful partnerships in the Ukrainian market.

Host Dmytro Shvets continues his conversation with cross-cultural expert Maryna Starodubska to share practical tips for negotiating in Ukraine. This episode explains how to turn cultural differences into a clear business advantage.

In this episode, we dive into:

00:03:53 - How Ukrainians view written obligations as a mix of fixed rules and flexible frameworks.

00:08:45 - Navigating low-trust environments and the practical steps to build a "trust account."

00:11:38 - Understanding the sequence of deal-making and why the legal agreement follows the personal connection.

00:11:51 - Why decision-makers agree on big-picture principles before managers handle the granular details.

00:14:20 - Managing emotional expression and blunt feedback at the negotiation table.

00:21:09 - How to navigate competitive negotiation styles and frame proposals effectively.

00:26:26 - Why the contract is often seen as a minimum baseline.

00:30:51 - The cultural reasons behind the lack of positive feedback, the fear of "jinxing" success, and the importance of flexible planning.

00:34:49 - Practical advice on decision-maker status, language etiquette, and avoiding regional stereotypes.

Whether you are looking to sell to the Ukrainian market, invest or find a reliable local partner, this episode provides the insights necessary to build resilient and productive business relationships.

About the Guest: Maryna Starodubska is a cross-cultural interaction consultant and adjunct professor at Kyiv-Mohyla Business School. She has over 20 years of experience in employee relations, culture, reputation management, and crisis communication. She is the author of Understanding Ukrainians: Cross-Cultural Dimensions.

LinkedIn profiles:

Host, Dmytro Shvets: https://www.linkedin.com/in/dshvets/

Guest, Maryna Starodubska: https://www.linkedin.com/in/starodubska/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

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As global interest in Ukraine reaches an all-time high, international businesses are looking beyond the headlines to understand the real identity of the nation.

In this first episode of a special two-part mini-series, Dmytro Shvets explores the "frontier culture" of Ukraine with cross-cultural expert Maryna Starodubska. Designed for global businesses looking to navigate the Ukrainian market, this episode moves past the headlines to reveal the core identity of the people you will be doing business with

Key insights from this episode include:

The Power of Status: Why sending mid-level managers to meet Ukrainian founders often leads to failed negotiations.
The Trust Gap: Navigating a society with low institutional trust where personal loyalty is the major currency.
The Frontier Mindset: Understanding why Ukrainians prioritize acting over planning and "needs-based" entrepreneurship over long-term strategy.
Relationships First, Contracts Second: Why a signed agreement in Ukraine is the culmination of trust, not the beginning of it.
Managing Uncertainty: Practical advice on breaking long-term strategies into visible, measurable stages.

Whether you are an investor, a consultant, or a business owner looking to enter the Ukrainian market, this episode provides the essential cultural foundation needed to build resilient and productive partnerships.

Coming Soon: Stay tuned for Part 2, where we dive deeper into the specific tactics of How to Negotiate with Ukrainian Business People.

About the Guest:

Maryna Starodubska is a cross-cultural interaction consultant and adjunct professor at Kyiv-Mohyla Business School. She is the author of Understanding Ukrainians: Cross-Cultural Dimensions and specializes in employees relations, cross-cultural interaction, reputation management and crisis communications.

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest: Maryna Starodubska, Cross-Cultural Interaction Consultant, Kyiv Mohyla Business School Adjunct Professor. https://www.linkedin.com/in/starodubska/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

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Australia is often perceived as a remote market, but for international businesses, it represents one of the most affluent and high-growth opportunities in the world.

In this episode of Start Global Insights, host Dmytro Shvets interviews Marcus Alexander, Managing Partner of Codu Group, to reveal how international brands can break into the Australian market.

What You Will Learn:

The "Home of Duopolies": Why the Australian retail landscape is dominated by a few massive players and how to navigate them.
The DIY Goldmine: Why high labor costs for tradespeople drive Australians to do it themselves, creating a massive demand for raw materials and tools.
3 Routes to Market: The pros and cons of going direct to retailers, hiring international agents, or finding a local distributor.
Supply Chain Diversification: Why Australian retailers are actively looking to move away from Chinese dependency and why "Made in Europe" carries a significant price premium.
Aussie Business Culture: Why a relaxed, partnership-focused "have a go" attitude wins over a formal suit-and-tie pitch.

Timestamps:

03:30 – Overview of the Australian DIY market.

08:00 – 3 Strategies for entering the Australian market.

10:45 – The "Art of the Cold Call" and the element of surprise.

15:00 – Perception of European vs. Chinese quality.

19:40 – Private label vs. own brand entry.

23:50 – Using annual reports to read a retailer's strategy.

26:00 – Navigating Australian business culture.

30:45 – Using Australia as a bridge to New Zealand.

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Marcus Alexander https://www.linkedin.com/in/marcus-alexander-aa560224/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

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Stop wasting time on leads that won't close and learn how to navigate the complex stakeholder web to reach the person with overall authority.

In the global market, there is an abundance of clients, but it’s easy to get lost chasing the wrong ones. Most sales teams fall into the "easy to be busy" trap—filling their CRM with activity that never turns into revenue.

In this episode of Start Global Insights, host Dmytro Shvets sits down with Olha Kobrina, Channel Sales Manager at Splunk (a Cisco Company), to reveal how to transition from a "pitchman" to an "intelligence agent."

Olha breaks down the MEDDPICC framework, a high-stakes qualification methodology used to navigate complex B2B stakeholder ecosystems.

In this episode, you will learn:

Master the MEDDPICC framework to conduct deep deal health checks.
Identify true Champions who will advocate for you internally.
Reach the Economic Buyer—the person with ultimate decision authority.
Quantify real business pain to create budgets even when none existed.
Prioritize high-value leads effectively within complex B2B ecosystems.

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Olha Kobrina https://www.linkedin.com/in/olha-kobrina-a0954310/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

Timestamps:

03:51 – The Need for Qualification: Prioritizing time in a complex stakeholder ecosystem.

05:36 – The Danger of "Interest": Why customer curiosity can drain your resources without a deal.

12:26 – The MEDDPICC Framework: A deep dive into the industry-standard health check for deals.

15:52 – Champion vs. Coach: Distinguishing between an information source and a true internal advocate.

24:42 – Uncovering Real Pain: Moving beyond technical requests to find the underlying business need.

27:41 – The Budget Conversation: How significant business pain creates funding, even when none was planned.

30:52 – The Economic Buyer: Navigating the person with the overall authority to say "yes" or "no."

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Ready to master Intercultural Communication and adjust your Global Market Entry Strategy? The secret to international business success isn't just your product, it's understanding the global anatomy of trust.

In this episode of Start Global Insights, we sit down with cross-cultural expert and author Maryna Starodubska to decode the subtle, often unseen cultural dimensions that make or break international deals.

In this episode, you will learn:

0:35 - The Anatomy of Trust: Defining generalized trust and the crucial Global Trust Radius -why a high trust score isn't enough for market entry success.

3:37 - Cooperation Format & Time: Understanding which cultures require face-to-face meetings and socialization versus those that allow trust-building via correspondence.

5:19 - Trust Loans vs. Starting at Zero: The difference between "advanced trust" (loaned in Scandinavia/Baltics) and "earned trust" (required in the Middle East/Asia).

6:20 - Power Distance (Rank Sensitivity): Why your Job Title determines who you need to send to the negotiation table, and how transient trust affects successor relationships.

10:20 - Social Norms & Emotion: How cultural factors like hospitality and emotional expression (Neutral vs. Affective cultures) impact your professional credibility.

13:50 - The Minimum Research (3 Key Rules): The three essential cultural dimensions (Trust, Power Distance, Uncertainty Avoidance) you must check before entering any new market.

17:50 - Five Costly Mistakes: Avoiding common blunders like bluntness, mandated overwork in the EU, and neglecting local expertise in highly competitive markets (like the 50 subcultures of the U.S.).

23:40 - Cost-Benefit Analysis: Why seeking the "easy" market is the wrong strategic move, and the importance of weighing cultural distance against market lucrativeness.

Maryna also reveals the key cross-cultural methodologies (Hofstede, Trompenaars, etc.) that you must research for a successful market entry.

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest: Maryna Starodubska, Cross-Cultural Interaction Consultant, Kyiv Mohyla Business School Adjunct Professor. https://www.linkedin.com/in/starodubska/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

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Looking to export your food products to Scandinavia? The Swedish food retail market is worth ~ €27 Billion, but it is famous for its concentration: 90% of all sales are dominated by just three major players.

In this essential episode of Start Global Insights, host Dmytro Shvets sits down with Jenny Köpper, CEO of Food Collective and former Category Manager for major Swedish retailers. Jenny shares the insider roadmap for securing product listings and thriving in this highly concentrated market.

You Will Discover:

The 90% Problem: Why the extreme market concentration dictates your entire sales strategy.
Price Myth Busted: Why high Swedish shelf prices are a signal of high logistics costs, not high margins, and how this impacts your financial model.
The Buyer's Mandate: What a stressed Category Manager is actually looking for in a product proposal (and why most cold emails fail).
The One-Year Rule: Why you must plan for a minimum of 12 months from first contact to first order to succeed in Swedish business culture.
The Sustainability Test: The non-negotiable role of traceability and sustainability compliance in securing partnerships and private label deals.
The Margin Calculation: The crucial financial calculation required to ensure your partner earns with you, not without you.

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Jenny Köpper https://www.linkedin.com/in/jennykopper/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

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In your browser: https://rebrand.ly/SGISGRSS

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Many businesses jump into international markets without doing their homework, which can lead to big mistakes and wasted money. But what if we told you researching new markets isn't just for huge companies?

In this episode of Start Global Insights, host Dmytro Shvets chats with Olga Gvozdyova, a top expert from Ukraine's Entrepreneurship and Expert Promotion office. Olga has tons of experience helping businesses like yours figure out foreign markets and expand internationally. She's here to show you how easy it can be!

This episode is full of sources for your market research.

In this episode, you'll learn:

Why doing your homework on new markets is crucial and can actually save you time and money
A simple way to start your market research, right from your desk.
The key things to look for when researching a new country
Where to find reliable and often free information to help you, including government agencies and online tools
How to pick the best countries to focus on, considering both market potential and what your company is ready for
Tips for getting real-world insights, like talking to potential customers and partners, and checking out trade shows
Smart ways to handle all the information you find so you don't feel overwhelmed
Why market research is an ongoing journey and how it can even help you land new deal

Ready to explore new global opportunities with confidence? Tune in!

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Olga Gvozdyova https://www.linkedin.com/in/olga-gvozdyova/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

The URL's mentioned in the interview:

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

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Are you an exporter eyeing the Netherlands? This episode of our podcast for exporters offers an insider's look into the Dutch market, featuring Geddy van Elburg, Managing Director of MKB Trade Office and owner of Ion Moon International Digital Marketing Agency.

With extensive experience in market analytics and understanding Dutch and international customers, Geddy shares invaluable insights on navigating this unique European landscape.

Geddy breaks down how to identify the best entry points based on your industry, moving beyond the obvious hubs of Amsterdam and Rotterdam.

This episode delves into the practicalities of market research, from leveraging online tools like LinkedIn and company websites to tapping into official statistics from CBS.nl and Eurostat. You'll also learn the power of local business associations and even how collaborating with local universities can provide fresh, cost-effective market intelligence.

Understand the nuances of Dutch communication—their directness, informality, and dislike for exaggeration. Learn how to build trust by having a strong digital footprint and delivering on your promises. Geddy also offers critical advice on the Dutch decision-making process, highlighting their preference for thorough evaluation and the importance of a compelling price-quality-service balance.

Tune in to unlock the secrets to successful market entry and negotiation in the Netherlands and transform your approach to international expansion!

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Geddy van Elburg https://www.linkedin.com/in/geddyvanelburg/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

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In your browser: https://rebrand.ly/SGISGRSS

The URL's mentioned in the interview:

Statistics Netherlands https://www.cbs.nl/

MKB Trade Office https://mkbtradeoffice.com/

Eurostat https://ec.europa.eu/eurostat

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

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Join Dmytro Shvets as he interviews Olena Tokar, CEO of Lol& Pop, about their "magical" entry into the Japanese market.

Learn how a chance meeting at a trade show led to a major distribution deal, despite initial doubts and major hurdles.

Discover the rigorous testing required in Japan, how Lol&Pop overcame blackouts in Ukraine, and why quality and persistence are key.

Listen to the first part of the interview in the episode #42.

Key Highlights :

Unexpected success story of a Ukrainian candy maker in Japan.
Deal with a major Japanese distributor and placement in 350 stores.
Challenges of rigorous testing in Japan.
Importance of resilience, adaptability, and quality.
Practical tips for SMEs and exporters.
Focus on the Japanese market specifically.
Building trust and reputation.
Joining industry alliances.

Speakers LinkedIn Profiles:

Dmytro Shvets https://www.linkedin.com/in/dshvets/

Olena Tokar https://www.linkedin.com/in/alonatokar/

Listen to Start Global Insights on all major podcast platforms. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

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In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

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This episode features Olena Tokar, CEO of Lol & Pop, a Ukrainian candy company that successfully expanded globally.

Olena shares her inspiring entrepreneurial journey, from starting the company inspired by Martha Stewart to overcoming the challenges of franchising and exporting.

Learn how she navigated quality control issues, invested in learning about exporting, and ultimately broke into the US market during the COVID-19 pandemic.

Discover the importance of adaptability, perseverance, and believing in your idea, even when faced with obstacles.

Episode Highlights:

From YouTube Inspiration to Global Expansion: Discover how Olena's entrepreneurial spirit led her to build a successful international candy business.
Overcoming Franchise Challenges: Learn how Olena navigated quality control and other obstacles to find global success.
Breaking into the US Market During a Pandemic: Uncover the unexpected opportunities and strategies that propelled Lol & Pop into the competitive US market.
The Key Ingredients for Global Expansion: Find out the essential elements of adaptability, perseverance, and self-belief that are crucial for any entrepreneur aiming for international growth.

Sell Lol and Pop in your country: https://rebrand.ly/LolAndPop

Olena emphasizes that entrepreneurship is a marathon, not a sprint, and stresses the importance of perseverance, confidence, and continuous learning. With her unique perspective on the candy industry and international trade, she provides valuable tips for businesses looking to expand globally. Join us for an insightful discussion that highlights the resilience of Ukrainian entrepreneurs and their potential in the global market.

Don’t miss the next episode, where Olena will share more about her journey to Japan and additional tips for successful global expansion.

Speakers LinkedIn Profiles:

Dmytro Shvets https://www.linkedin.com/in/dshvets/

Olena Tokar https://www.linkedin.com/in/alonatokar/

Listen to Start Global Insights on all major podcast platforms. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

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In this episode of Start Global Insights, host Dmytro Shvets sits down with communication expert David Trafford to explore the art of clear and concise business communication. David, who has extensive experience in preparing startups and companies for pitching their products to international clients, shares his insights on effective communication strategies that resonate with potential customers.

Episode Highlights:

The importance of doing thorough research and due diligence before entering a new market.
Common mistakes companies make when presenting their products to foreign clients.
David's simple yet powerful methodology for delivering clear and impactful presentations.
How to deconstruct your product or service into essential components to better address customer needs.
The significance of empathy and understanding the client's perspective in business communication.
Practical tips on structuring questions to gain valuable insights from potential clients.
The value of listening and adapting your pitch based on the client's feedback.
Why less is more: The benefits of concise communication and avoiding information overload.
David's three essential tips for effective communication: No slides, know your audience, and say less than you think you need to.

David emphasizes the need for businesses to focus on the customer's problems and how their product or service can provide a solution. By breaking down complex information into simple, digestible parts and engaging in meaningful conversations, companies can build stronger relationships with their clients and create lasting value.

LinkedIn profiles of participants:

Dmytro Shvets: https://linkedin.com/in/dshvets

David Trayford: https://linkedin.com/in/davidtrayford

Listen to Start Global Insights on all major podcast platforms. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

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In this episode of Start Global Insights, host Dmytro Shvets sits down with Jorge Etchebehere, former International Sales Manager at Rizobacter Argentina, to explore the intricacies of sales to and from Argentina. Jorge shares his experience in international trade, peculiarities of Argentinian markets and his journey in broadening Rizobacter's reach across continents.

Episode Highlights:

Insights into the Argentine market, including cultural nuances, negotiation styles, and the importance of local partnerships.
Jorge's journey from local beginnings to international success with bio inoculants.
Strategic insights on selecting target countries for expansion.
The role of cultural similarities in establishing business relationships.
Challenges in diverse markets such as Japan and Nigeria, and the importance of local partnerships.
The significance of reinvesting profits into research and development to sustain growth and innovation.
How fostering personal relationships and trust is key to successful international sales.
Advice for exporters looking to enter the Argentine market, emphasizing the need for strong local representation and understanding of market dynamics.

Jorge also shares anecdotes from his extensive travels, offering a unique perspective on how cultural understanding can make or break international business deals. From navigating the bureaucracies of different countries to leveraging international networks, this episode is packed with actionable insights for businesses looking to expand globally.

Your host Dmytro Shvets, director of Start Global https://linkedin.com/in/dshvets

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

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Are international trade shows really worth the investment? In this episode of Start Global Insights, host Dmytro Shvets delves into the intricacies of participating in global trade fairs, addressing common misconceptions and providing actionable strategies for maximizing your success.

Episode Highlights:

Understanding the realistic expectations for first-time exporters at trade shows.
The importance of preparation: How to effectively plan six months ahead of the trade show.
Strategies to engage potential clients before, during, and after the expo.
Designing an attractive and functional booth, even with limited resources.
Utilizing digital channels and social media for promoting your presence at the trade show.
Effective techniques for gathering and managing business intelligence during the expo.
The significance of follow-up actions and maintaining long-term relationships with potential clients.

By following these steps, companies can significantly increase their trade show efficiency and secure valuable international contracts. Whether you are a seasoned exporter or a first-timer, this episode offers essential insights to help you navigate the complex world of global trade fairs.

Listen to Start Global Insights on all major podcast platforms. Don't forget to subscribe for more global business insights.

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Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

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In this episode we will discuss one of the largest markets of Europe with almost 47 million of consumers.

The guest of the show is Pedro Jara, an independent consultant from Spain with over three decades of expertise in retail and business consulting. Pedro brings a wealth of knowledge from his experience in management roles within large retail chains, his work in trade with the Extremadura government, and his support for businesses entering the Spanish market.

Episode Highlights:

An overview of Spain's economic health and political stability
Insights into Spain's regional differences.
Strategies for international food producers to penetrate the Spanish retail market.
The significance of Spain as a tourist hotspot and its impact on consumer markets.
Practical advice on navigating the retail landscape and contacting potential buyers.
The cultural nuances of Spanish business negotiations and the importance of building personal relationships and trust.
Debunking the 'mañana' stereotype.
Guidance on engaging with government tenders and leveraging local government support for market entry.
The potential of using Spain as a gateway to Latin American markets and the close ties with neighboring Portugal.

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Pedro Jara https://www.linkedin.com/in/pedro-jara-94014839/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

The URL's mentioned in the interview:

Plataforma de Contratación del Estado

https://contrataciondelestado.es/

Extremadura Avante

https://www.extremaduraavante.es/

Asturex

http://www.asturex.org/

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

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In this episode of Start Global Insights, Maxim Pylypenko, the head of the sales department at Collar, a Ukrainian manufacturer of innovative pet products shares the insights from the company's global journey.

With a history dating back to 1995, Collar has grown from a small company into a global powerhouse with 500 employees and distribution to 78 countries. Maksym shares Collar's remarkable journey of international expansion, innovation, and resilience through the challenges of war.

Highlights from the episode:

The strategic move from local to global: Why Collar chose to expand beyond Ukraine's borders.
How Collar's commitment to innovation and quality set them apart in the international pet product market.
The pivotal role of trade shows and industry meetings in building brand recognition and trust with global partners.
Navigating the complexities of international laws and the importance of adaptability in packaging and marketing.
The inspiring partnership with NASA and Warner Brothers, and how these collaborations have impacted Collar's brand.

Maksym also shares the challenges faced during the russian invasion, revealing how Collar's international partners rallied in support, and the adjustments made to keep the business thriving. He offers valuable advice to Ukrainian exporters embarking on their global journey, emphasizing the need for a balance between preparation and real-market testing.

For pet owners and enthusiasts around the world, discover how Collar's space technology-infused products could be the next best thing for your furry friends. Tune in for an insightful conversation that crosses borders and shows the spirit of Ukrainian innovation and resilience.

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Explore Collar's products: https://www.collar.com/

You can find their products at official NASA shop under the brand name WOWDOG here: https://officialnasagear.com/pet-gear/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

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How to enter Japan's retail and start selling your goods in this country?

This is the second part of the interview with Rupert Sutton, Director & Partner Director & Partner at Weben Partners.

Rupert has more then 30 years of experience in working in consulting, marketing and sales in Asia and Europe, with biggest part of it of living and working in Japan.

In the Part 1 of our conversation we have discussed the intricacies of the Japanese retail market its structure and other channels to enter Japan with FMCG.

You may find the first part among previous episodes of the Start Global Insights.

In this episode we dive deeper to understand the algorithm of entering the Japan's market.

We have discussed:

The complexities of traditional distribution channels in Japan.
Exploring alternative routes to market, including direct retail partnerships.
The importance of a compelling selling proposition for the Japanese market.
Gathering market research data to convince potential partners.
Tradeshows and cold calls.

Listen to the Start Global Insights podcast on all major platforms and YouTube. And don't forget to subscribe not to miss the second part of the conversation.

Don't forget to subscribe not to miss the second part of our conversation.

Speakers LinkedIn Profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Rupert Sutton https://www.linkedin.com/in/rupertsuttonwebenasia/

Rupert is also the author of the book Export and Expand. You can find the blog Export and Expand of Rupert Sutton at https://exportandexpand.com/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

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In this episode of Start Global Insights about Saudi Arabia, Dmytro Shvets meets Konstantin Gridin, a partner at CFC Big Ideas with over two decades of experience in international business consultancy.

Konstantin shares tips and tricks from his extensive work in the Kingdom of Saudi Arabia.

Highlights from the episode:

Insights into Saudi Arabia's unique business culture.
Essential advice on selecting the right local agents and distributors, avoiding common pitfalls, and the importance of managing these relationships effectively.
The evolving role of women in Saudi business, the recent societal changes, and how foreign women can navigate the business landscape.
The effectiveness of trade shows and exhibitions in Saudi Arabia, and strategies for successful participation.
Understanding the digital transformation of business relationships, reducing the need for prolonged social interactions, and leveraging online profiles for trust-building.
Tips for successful negotiations in Saudi Arabia, including the importance of patience, cultural sensitivity, and the subtle art of interpreting non-direct communication.
The impact of religion on daily life and business, and the importance of respecting local customs and traditions.

For anyone considering expanding their business into Saudi Arabia or simply curious about the market dynamics of this fascinating country, this episode is a must-listen. Tune in for a comprehensive guide to navigating the Saudi business environment with finesse and cultural understanding.

Speakers LinkedIn Profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Konstantin Gridin https://www.linkedin.com/in/konstantingridin/

Listen to the Start Global Insights podcast on all major platforms and YouTube. And don't forget to subscribe not to miss the second part of the conversation.

Speakers LinkedIn Profiles:

Guest, Kostyantyn Gridin https://www.linkedin.com/in/kostyantyn-gridin

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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This time the guest of the podcast is Rupert Sutton, Director & Partner Director & Partner at Weben Partners.

Rupert has more then 30 years of experience in working in consulting, marketing and sales in Asia and Europe, with biggest part of it of living and working in Japan.

In the Part 1 of our conversation we have discussed the intricacies of the Japanese retail market and other channels to enter Japan with FMCG.

Highlights from the episode:

Understanding the unique characteristics of Japan's retail environment, including its emphasis on expertise and focus for success.
Exploring the diverse retail structure, from supermarkets and department stores to vending machines, and how space constraints influence consumer behavior.
Uncovering opportunities for imported products and navigating the complexities of distribution channels, including insights on working with distributors in Japan.
The importance of data-driven decision-making and strategic channel selection in maximizing success in the Japanese market.
Insights into the evolving role of online channels like Amazon and Rakuten, and their impact on consumer shopping habits.

Listen to the Start Global Insights podcast on all major platforms and YouTube. And don't forget to subscribe not to miss the second part of the conversation.

Don't forget to subscribe not to miss the second part of our conversation.

Speakers LinkedIn Profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Rupert Sutton https://www.linkedin.com/in/rupertsuttonwebenasia/

Rupert is also the author of the book Export and Expand. You can find the blog Export and Expand of Rupert Sutton at https://exportandexpand.com/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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When you're entering a new foreign market, nobody knows you there.

Trust in your brand is low, and your understanding of the target audience is limited to research data.

You've got two options: invest in building brand awareness and earning trust over time, or leverage the trust already established by local partners, like dealers or distributors to fast-track your path to initial sales.

But finding the right partner is just the beginning of a complex journey.

To learn how to effectively build and grow your partner networks, I asked the General Manager of Cisco Ukraine, Sergii Martynchuk to share his experience in developing channel sales across multiple countries.

Sergii has more than 20 years of experience in sales and developing business in Ukraine and several other CIS countries.

In this episode we will talk about the intricacies of building and nurturing relationships with local partners, such as dealers and distributors, to drive international growth. Discover actionable tips on understanding market value propositions, selecting the right partners, supporting loyalty and forecasting, and much more.

Listen to the Start Global Insights podcast on all major platforms and YouTube. And don't forget to subscribe not to miss the second part of the conversation.

Speakers LinkedIn Profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Sergii Martynchuk https://www.linkedin.com/in/sergii-martynchuk-5a31411/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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Another year comes to its end and it’s time to wrap up.

There were 19 episodes this year. We have explored and virtually travelled with you to 10 countries and got insights from local experts from: Denmark, Ukraine, UK, USA, Israel, Canada, Japan, Lithuania, UAE and finally Colombia.

The more interviews I conduct the more I see the commonalities in all markets that we talk about. In this Christmas episode I will go through some points that are similar in all countries.

Listen to the Start Global Insights podcast on all major platforms and YouTube. And don't forget to subscribe not to miss the second part of the conversation.

Speakers LinkedIn Profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

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My guest in this episode is Rodolfo Móseres Dieppa, he has 30+ years experience in International Trade and Investment, runs RMD & Associates Consulting and helps to Canadian government in assisting Canadian businesses in their expansion.

And before that Rodolfo made a career as a Consul and Trade Commissioner to Canada for TPO ProColombia with a mandate to promote and develop SME exports from Colombia into the Canadian Market place and to complete the FTA between Colombia and Canada.

And as you’ve guessed, we will talk about Colombia, a beautiful and interesting country in South America.

In this episode, we covered the diverse landscape of business opportunities in Colombia, delving into its vibrant culture, market insights, and strategies for success.

Key points covered:

Colombia's evolving business landscape
Cultural nuances shaping business approaches
Market insights and emerging opportunities
Strategies for success in Colombia's market

Listen to the Start Global Insights podcast on all major platforms and YouTube. And don't forget to subscribe not to miss the second part of the conversation.

Speakers LinkedIn Profiles:

Guest, Rodolfo Moseres Dieppa https://www.linkedin.com/in/rodolfo-m%C3%B3seres-dieppa-615369/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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My guest in this episode is Olga Galyant, the commercial director of Global Swiss Group, a global supplier of vitamins and dietary supplements with headquarters in Switzerland, USA and United Arab Emirates.

Olga has almost 20 years of experience in B2B Marketing & Sales in multi-national companies and lived and worked in quite a bunch of countries like Ukraine, Germany, Poland, Lithuania, Latvia, Estonia, UAE and Switzerland.

And in this second part of the interview with Olga we’ll discuss her experience of entering the Gulf region and United Arab Emirates in particular..

In the second part of the interview we covered:

Dubai is the new New York
What you should know about the UAE before going there
Are the stereotypes about the business for women in the UAE still in place
How to reach you new customers in the UAE
How long you need to drink tea before closing a deal in Dubai

Listen to the Start Global Insights podcast on all major platforms and YouTube. And don't forget to subscribe not to miss the second part of the conversation.

Speakers LinkedIn Profiles:

Guest, Olga Galyant https://www.linkedin.com/in/olga-galyant%F0%9F%87%BA%F0%9F%87%A6-15642721/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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So, we have an amazing opportunity to get indeed global insights on B2B sales today.

In the first part of the interview we covered:

Sales in Different Places: How selling varies between Ukraine and Europe.
Trust Matters: Why references are vital in Europe's sales scene.
Few Customers? Prepare Well: Tips for sales when options are limited.
Overflowing Leads? Filter Right: Managing too many leads effectively.
Partnerships and Visibility: Using partnerships and exhibitions to attract leads.

Listen to the Start Global Insights podcast on all major platforms and YouTube. And don't forget to subscribe not to miss the second part of the conversation.

Speakers LinkedIn Profiles:

Guest, Olga Galyant https://www.linkedin.com/in/olga-galyant%F0%9F%87%BA%F0%9F%87%A6-15642721/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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Is there at all the U.S. negotiation culture? Or is it a number of many cultures within this huge country?

With the guest of this episode we propose you to use the Harvard interest-based negotiation approach to deal with all of them.

This episode is the 2nd part of the conversation with Linda Netsch, the founder of Align Consulting, a general manager at the law firm Flex by Fenwick, a Lecturer on Law at Harvard and Stanford Law Schools and a visiting lecturer at UCU Business School.

Linda has more than 20 years of experience of helping clients to become better negotiators and leaders in US, Europe, Asia, and Middle East. Before private law practice Linda served as an officer in the US Air Force.

While in the first part we talked more about international negotiations, in this part we will five a bit deeper into the negotiation culture of the U.S.

You can find the first part of Linda's insights in the Episode on September 20th, 2023 "Negotiating internationally with Linda Netsch. Part 1."

In the second part we have discussed:

different cultures in different states
U.S. stereotypes
why long term approach is important in negotiations
how to understand the interests of your counterpart
are there any taboos or hot buttons in the U.S. business culture
how to deal with the conflicts and emotions in negotiations

Listen to the Start Global Insights podcast on all major platforms and YouTube. And don't forget to subscribe not to miss the second part of the conversation.

Speakers LinkedIn Profiles:

Guest, Linda Netsch https://www.linkedin.com/in/lindanetsch/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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Join us in this episode of Start Global Insights as we reveal the potential of Lithuania as a strategic business hub.

My guest this time, Saulius Racevicius, a local professional, with 20+ experience in banking and finance, sheds light on the insights of doing business with this interesting country.

In this episode we discussed:

The resilient economy of Lithuania amidst regional challenges.
Lithuania's courageous journey to independence and the impact on its business landscape.
The core of Lithuanian business culture: personal relationships, practical decision-making, and a flat organizational structure.
Trade connections that have elevated the quality and processes of Lithuanian production.
Lithuania's pivotal role as a gateway to the EU and global markets.
and much more...

Tune in to discover why Lithuania is not just a destination, but a launchpad to success for businesses seeking growth and expansion.

Listen to the Start Global Insights podcast on all major platforms and YouTube.

Speakers LinkedIn Profiles:

Guest, Saulius Racevicius https://www.linkedin.com/in/saulius-racevicius-5086511

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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No matter if you are selling locally or globally, to establish your presence in the market you need to negotiate. This is a skill that needs constant development and practice.

In this episode we will talk about Harvard negotiation approach with Linda Netsch, the founder of Align Consulting, a general manager at the law firm Flex by Fenwick, a Lecturer on Law at Harvard and Stanford Law Schools and a visiting lecturer at UCU Business School.

We have discussed:

what is the difference between the interest based and zero sum negotiations
how to negotiate in any culture
what are the basic things you should know before negotiate
why negotiation is a skill that requires a lifelong learning experience
Linda's experience in Ukraine

Listen to the Start Global Insights podcast on all major platforms and YouTube. And don't forget to subscribe not to miss the second part of the conversation.

Speakers LinkedIn Profiles:

Guest, Linda Netsch https://www.linkedin.com/in/lindanetsch/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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One powerful gateway to enter the UK market and tap into its vast potential is the London Chamber of Commerce.

My guest in this episode is Nick Charles, a Head of Community and Member Relationships at London Chamber of Commerce and Industry

For 11 years Nick is helping to almost 7000 members of the chamber to connect to each other and develop business opportunities within the UK and overseas.

In our conversation we will discuss:

Why businesses from the UK and around the world are drawn to the London Chamber of Commerce.
How becoming a member opens doors to the thriving UK market and beyond.
Tools and services the chamber provides for exporters, from free office facilities to matchmaking with potential clients.
The biggest mistake exporters make when entering the UK market and how to avoid it
Insights into the importance of selling to people, not just companies, and building trust in the diverse British business landscape.
and much more...

Subscribe to the Start Global Insights podcast on all major platforms and YouTube.

Speakers LinkedIn Profiles:

Guest, Nick Charles https://www.linkedin.com/in/nick-charles-75a71a8/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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This episode is devoted to trade with Canada. Part 2.

Our guest is Maria Guzman, a Senior International Market Consultant at Ontario Ministry of Economic Development.

Maria has 15+ years of experience in international business development with Government & Export Development sector, private Companies and Non/for profit organizations.

In the second part of the interview with Maria we will discuss:

how to approach buyers and clients in Canada
is it worth using chambers of commerce and trade shows in Canada
decision making process and communication culture
business culture differences between the provinces
how to get initial trust and build long term partnerships
how to calculate price of your products before talking to local buyers
and much more...

You can listen the first part of the interview in the Episode 3 of the Season 2.

Subscribe to the Start Global Insights podcast on all major platforms and YouTube.

Speakers LinkedIn Profiles:

Guest, Maria Guzman https://www.linkedin.com/in/-mariaguzman-/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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Discover the ins and outs of entering Japan's business landscape. In this episode, we're joined by Satoru Madono, a Japanese expert with over 40 years of experience in international finance and assisting foreign corporations in establishing a foothold in Japan.

Join us as Satoru provides valuable insights and strategies for exporters looking to thrive in Japan's unique business environment. From historical influences to modern challenges, this episode offers a comprehensive guide to success.

Key points from the interview:

Closed and Inward-Oriented Country
Government Protectionism
Choosing the Right Local Agent. What to consider
Identifying Key Contacts
Tokyo and Beyond: what other cities are good for entry
Building Relationships and Trust
Addressing Stereotypes

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

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Almost all foreign experts Start Global Insights podcast interviews say this magical phrase to the exporters: Do your homework and research the market you are going to enter.

So, the next episode will be devoted to the topic of Market research.

The explainer is split into three easy steps that one should follow to complete systematic market research.

Here are some key points from the episode:

Set clear goals for your market research. What do you want to achieve with your research? Do you want to understand the size of the market, the needs of your target customers, or the competitive landscape? Once you know your goals, you can tailor your research accordingly.
Use a variety of sources of information. Primary sources, such as surveys and interviews, can provide valuable insights into the local market. Secondary sources, such as industry reports and government data, can help you understand the broader context.
Analyze and summarize your data carefully. Once you have collected your data, you need to take the time to analyze it carefully. This will help you identify trends and patterns that can inform your decision-making.
Use your market research data to develop an export strategy. The goal of market research is to help you make informed decisions about your export strategy. Once you have a good understanding of the local market, you can develop a strategy that is tailored to your specific needs and goals.

We hope this episode has given you a better understanding of how to conduct market research for exporters. If you have any questions, please feel free to write to podcasts@start-global.biz or leave a comment on YouTube or Apple Podcast.

Don't miss the next episode, subscribe to the Start Global Insights podcast on all major platforms and YouTube.

Speakers LinkedIn Profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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This episode is devoted to trade with Canada. Part 1.

Our guest is Maria Guzman, a Senior International Market Consultant at Ontario Ministry of Economic Development.

Maria has 15+ years of experience in international business development with Government & Export Development sector, private Companies and Non/for profit organizations.

We will discuss:

the multinational business culture in Canada
Canada as a gateway to the US market
packaging regulations and product adaptation
information sources to analyze different regions of Canada
the significance of a personalized approach when dealing with potential Canadian buyers
and much more...

Stay tuned for Part 2, where we dive deeper into Canadian buyer expectations and provide additional insights for a successful market entry.

Don't miss the next episode, subscribe to the Start Global Insights podcast on all major platforms and YouTube.

Speakers LinkedIn Profiles:

Guest, Maria Guzman https://www.linkedin.com/in/-mariaguzman-/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Subscribe and listen to Start Global Insights podcast on other platforms:

Spotify: https://spoti.fi/44mCiDg

Apple podcasts: https://apple.co/3XOb1Hq

Google podcasts: https://bit.ly/3rmpA8R

YouTube: https://bit.ly/46FHZxA

In your browser: https://bit.ly/3JRjQu8

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In this episode we will talk about Israel, one of my favourite countries in terms of international business that I use as an example in my international expansion strategy courses.

My guest in this episode is Or Haviv, a partner, and head of innovation at Arieli Capital.

Or has more than 17 years of experience in working with Israeli innovation ecosystem and innovation centres, and will share with you the insights about this side of the country and how to use it to enter the worlds markets.

Don't forget to subscribe to Start Global Insights on Apple or Google podcast, YouTube, Spotify and other major podcast platforms.

In the episode about Israel we discussed:

Israel's position as a strategic location at the crossroads of Europe, Asia, and Africa, making it a gateway to these markets.
The country's strong ties with international markets and participation in free trade agreements, such as with the European Union and the United States, providing exporters with access to a wide range of global customers and enabling favorable trade conditions.
The country's diverse population, including immigrants from various countries, contributing to a relatively high per capita income and strong purchasing power.
Israel's reputation as a thriving and technologically advanced economy, particularly in high-tech industries such as cybersecurity, software development, and pharmaceuticals.
The importance of Israel's innovation ecosystem, which has positioned the country as the second-largest hub for unicorn companies after Silicon Valley.

If you want to hear more about finding your clients abroad, please, leave us your feedback on Apple podcast or write to the podcast@start-global.biz

Speakers LinkedIn Profiles:

Guest, Or Haviv https://www.linkedin.com/in/or-haviv-7462356/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

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Welcome to the podcast episode, where we explore the exciting topic of entering the UK market.

Our guest, Anne Gadd, brings a wealth of experience from her two diverse careers in commerce and law firm marketing. Anne shares invaluable insights on the challenges and opportunities that await businesses looking to establish themselves in the UK.

From understanding the vastness of the market and choosing the right location to navigating regulatory compliance, Anne emphasizes the importance of thorough research and preparation. She also highlights the significance of creating a strong online presence and engaging marketing materials tailored to the English audience.

Additionally, Anne offers practical advice on networking, building relationships with decision-makers, and persevering through the sometimes-lengthy business development process.

Don't forget to subscribe to Start Global Insights on Apple or Google podcast, YouTube, Spotify and other major podcast platforms.

In the episode, we will discuss:

The opportunities and challenges of entering the UK market as an exporter.
The importance of thorough market research and understanding the size and dynamics of the sector you're targeting.
Choosing the right location in the UK to establish your business, considering cities like London, Manchester, Birmingham, or Liverpool based on industry sectors.
Compliance and regulatory considerations for foreign companies, including the introduction of laws to prevent money laundering and other breaches.
Strategies for building strong relationships with UK customers and understanding cultural nuances that can impact business interactions, such as communication styles and business etiquette.
The role of digital marketing and e-commerce in expanding your reach and attracting UK customers, including leveraging social media, online advertising, and optimizing your website for local search engine optimization (SEO).

If you want to hear more about finding your clients abroad, please, leave us your feedback on Apple podcast or write to the podcast@start-global.biz

Speakers LinkedIn Profiles:

Guest, Anne Gadd https://www.linkedin.com/in/anne-gadd-6a23a915/from: https://www.giambronelaw.com

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

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So, it’s been a quite interesting and exciting time during the first season of the Start Global Insights.We have prepared and recorded 17 episodes of the podcast for exporters, including stories and secrets about 10 different countries.And now it’s time for a small break. We will be back with the new season in one months. And meanwhile you can enjoy listening our episodes about making business in Poland, Romania, Germany, Sweden, Finland, USA, Italy, Estonia, Denmark and of course Ukraine.In the new season we are waiting for the guest from Israel, Norway, United Arab Emirates and many more.See you in the next Season of the Start Global Insights.

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Can the tradeshows be an effective tool for your international expansion?

Many would say – no. But it’s like in he old joke about pesto recipe “Your pesto recipe is bad, I did all what you wrote, but I didn’t have pine nuts, olive oil and basil, so I took peanuts, sunflower oil and parsley – nothing close to the real pesto souse” 😊

In this episode of the Start Global Insights I talk to Julia Lisovska, commercial director of the successful Ukrainian family-owned furniture producer Tivoli that exports to more than 24 countries of the world.

Julia is sharing their way of going globally and reveals the secrets of successful tradeshows participation.

We have discussed:

How to use tradeshows and expos efficiently.
Why export is inevitable if you would like to grow.
How hard is to find clients abroad.
Why long-term thinking is a must in international business.
And much more.

If you want to hear more about finding your clients abroad, please, leave us your feedback on Apple podcast or write to the podcast@start-global.biz

Speakers LinkedIn Profiles:

Guest, Julia Lisovska https://www.linkedin.com/in/julia-lisovska-74893598/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Listen the Start Global Insights Podcast on all major podcast platforms and YouTube.

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How to generate leads? How to find clients abroad? These are the most common questions from the exporters that I hear in my consulting practice.

So I decided to invite the expert in international lead generation, Maryna Solomanchuk, the CEO of Sparklead.

Maryna shared her experience in this field, and we will discuss the following:

What is the process of lead generation
What’s the most important in this process
Why you can’t just send out emails and when it becomes a SPAM
Why buying a clients database may be a bad idea
What tools may be use for automatization of the lead generation process
And much more.

If you want to hear more about finding your clients abroad, please, leave us your feedback on Apple podcast or write to the podcast@start-global.biz

The tools, mentioned by Maryna in the episode:

LinkedIn data extraction: https://phantombuster.com/

Customer data providers: https://www.zoominfo.com/ https://seamless.ai/

CRM: https://www.creatio.com/crm

B2B lead generation https://www.sparklead.io/

Speakers LinkedIn Profiles:

Guest, Maryna Solomanchuk https://www.linkedin.com/in/marina-solomanchuk-25775b39/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Listen the Start Global Insights Podcast on all major podcast platforms and YouTube.

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In this episode we will talk about Ukraine and how to do business in the country as even during the war it has a tremendous potential for international trade.

And not to be bias about the country I asked the General Manger of Cisco Ukraine, Serhiy Martynchuk to help me with insights.

Sergii has more than 20 years of experience in sales and developing business in Ukraine and several other CIS countries.

We will talk about the following:

How’s the business in Ukraine doing during the war.
What is the roadmap for entering Ukrainian market.
Ukraine does not have other choice than to win.
How easy it is to reach the decision makers.
How to find proper partner in Ukraine.
Is it possible to do business with government.
How digitalization fights corruption.
What are the opportunities after the war and why you need to start preparing already now.
What is the negotiation culture in Ukraine.
Is there any difference between CIS countries and Ukraine.
Why many foreign businesses have big interest towards the country despite the war.

And so much more that we definitely want to make another episode about that.

And if you want to hear more about Ukrainian business culture, please, leave us your feedback on Apple podcast or write to the podcast@start-global.biz

Speakers LinkedIn Profiles:

Guest, Sergii Martynchuk https://www.linkedin.com/in/sergii-martynchuk-5a31411/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Listen the Start Global Insights Podcast on all major podcast platforms and YouTube.

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The next episode is devoted to the one of the happiest countries in the world – Denmark.

Peter Kofler – Danish entrepreneur is sharing his experience and insights on how to make business in his country.

We will discuss:

Why Denmark is a good choice to start your international expansion
Is it easy to reach decision making persons in Denmark
The Danish communication culture
Is it worth taking part in Danish exhibitions
The digitization in Denmark
And much more…

Don't miss the next episode, subscribe to the Start Global Insights podcast on all major platforms and YouTube.

Speakers LinkedIn Profiles:

Guest, Peter Kofler https://www.linkedin.com/in/electrominds/

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

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There are around 200 countries in the world you could sell your goods and services. But your resources are always limited and it’s impossible to enter all countries simultaneously. How to understand what country should be your TOP priority?

In this explainer episode your host Dmytro Shvets, the international expansion consultant, is sharing his experience in choosing the right market for your international expansion.

You will get a step-by-step instruction on how to prioritize your potential markets and focus your resources in the most efficient way.

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

Mentioned URLs:

Import export statistics: trademap.org

World Bank: data.worldbank.org

Statista: statista.com

Food and Agriculture Organization: fao.org

Full episode transcript:

The second step of the journey is to understand where you would sell your goods or services and choose the focus market for your international expansion.

So, today I will share with you the approach that I use in my consulting practice and show you how to choose your markets based on facts and not emotions.

Every country, every market has its own rules, languages, and specifics. Entering one single country may take from one year to several.

And now answer the question: How many resources do you have? And whether they would be enough to do all these things simultaneously in the whole world?

So, the only way to deal with limited resources is to focus.

But how to do that? How to select from the nearly 200 countries? Well, the first thing you need to do when you are looking for something is to clearly understand what you are looking for. You need to describe the market that would be the best match for your product. In other words, to make a list of criteria that will help you to filter all the markets and select the best one for your business.

To simplify the approach, you have two very basic criteria. Where is the biggest number of your clients and where it would be the easiest to enter. So, you can start from these criteria and decompose them further, thinking what will show you that the market is exactly what you are looking for.

To make this easier I usually split the list of criteria in 2 tiers. The 1st tier for data easily available in the open-source statistics databases. For example, the average income, population or imported goods. You may find the links in the description of this episode.

These data will help you to narrow down your search to the 5-7 countries where you can look for more detailed information in local sources according to the second-tier criteria. The second-tier criteria may be already more country specific, for example number of distributors and retail networks, prices for your products, certification needed to enter or local business culture.

Now you can collect the data needed and organize them in one table. The first column of the table will consist of countries names and the first table row - of your criteria. Having done this, you will get your focus markets and your next step would be to analyse them deeper to understand how to enter them.

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When you start exporting you don’t have to look for tons of information, there are organisations that already have done it for you.

Most of the developed countries have so called Trade Promotion Offices that help their own exporters to sell internationally. But who said you can’t use this information as well not being from that country.

The guest of this episode is Andriy Lytvyn, the deputy director of the State Institution Entrepreneurship and Export Promotion Office of Ukraine.

The office analysed the best practices of all major TPOs in the world and now helps Ukrainian exporters to expand globally.

We will talk about:

What are the main challenges of exporters in their international expansion
Why the US market is not the best idea to start with
What countries are the most difficult to enter
How clusters help to enter international markets
How efficient are the official trade missions
Africa as a destination point
What country is considered to have the world’s best Trade Promotion Office

Don't miss the next episode, subscribe to the Start Global Insights podcast on all major platforms and YouTube.

Speakers LinkedIn Profiles:

Guest, Andriy Lytvyn https://ua.linkedin.com/in/andriilyvtyn/en

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Web-site of the State Institution Entrepreneurship and Export Promotion Office of Ukraine https://export.gov.ua

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

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If you think about Italy, what comes to your head? Sunny beaches, pizza, pasta, fashion, supercars…

But in addition to that Italy is a huge market for exporters from all over the world. Many different regions with own peculiarities and needs.

We discussed how to export to this sunny European country with a special guest of our Start Global Insights Christmas episode Dario Peirone, the chairman of the board of CEIPIEMONTE.

From the episode you will know:

What’s the difference between the regions of Italy
Where is the best place to do business with Italians
What’s common between space and Italy
What is the business and negotiation culture
Where to look for local partners
What to keep in mind when choosing a local agent
And much more as usual…

Don't miss the next episode, subscribe to the Start Global Insights podcast on all major platforms and YouTube.

Speakers LinkedIn Profiles:

Guest, Dario Peirone https://www.linkedin.com/in/dario-peirone-343a474

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

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In this episode we will talk about B2B sales in Germany with Christopher Cole, a Senior Vice President for EMEA at LeanIX named by Deloitte as one of Germany's fastest growing technology companies in 2022.

We were really lucky to get Chris sharing his multinational sales experience and to discuss with him the following:

The potential of the German market
How to generate leads in Germany
What you need to know about German business culture
What sales stage takes most of the time
How important is to speak German
Why Germans are so thorough in making the decisions
What is the role of marketing in B2B sales

… and much more, as always

Don't miss the next episode, subscribe to the Start Global Insights podcast on all major platforms and YouTube.

URLs in the episode:

The platform for webinars mentioned by Chris https://www.brighttalk.com/

Speakers Linked In Profiles:

Guest, Christopher Cole https://www.linkedin.com/in/ccole4

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Please, give us your feedback on Apple podcasts or write to the email: podcast@start-global.biz

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

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In this episode we will talk about Romania with Romulus Oprica – the managing partner of market research agency BrandBerry.

Romulus has more than 20 years of experience in market research and marketing consultancy in Romania. During his carrier Romulus worked both with local Romanian companies, international corporations, and NGOs.

We will discuss:

Where to find information about Romanian markets
What is the best way to find local partner
How to check the reliability of potential local partner in Romania
How to negotiate in Romania
If Dracula is still alive
And much more…

The URL used in the episode to check legal entities in Romania: https://www.romanian-companies.eu/

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now.

Work with verified teams. Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

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This time my guest is Daniel Tonkopi, the CEO and founder of the unique Ukrainian e-bike producer Delfast.

Their bikes hold the world records in speed and distance, drive longer than Tesla, used by police, army and ordinary people around the world.

In our conversation Daniel shares his story about entering US market.

We will talk about:

How to sell in US
What is the role of PR and marketing in international expansion
What is the best way to understand the local markets
...and other insights from the experienced exporter

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now.

Work with verified teams. Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

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Today my guest is Karolina Janik and we will talk about Poland and communication you need to make about your business before starting your export.

Karolina has almost 20 years of experience in marketing communication. She is the owner & CEO of Personal PR, the biggest integrated communication agency in Pomerania in Poland and lecturer in the University of Gdansk.

We will discuss:

What is the roadmap for entering Polish market
What are the biggest mistakes foreign companies do
How to get published by Polish media
How get insights about the market from the potential Polish clients
Is it important to know Polish
and much more...

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

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In this episode, your host Dmytro Shvets, the international expansion consultant shares his vision of international expansion roadmap based on more than 15 years experience of creating export strategies.

You will hear what steps should be make by exporters in order to expand their sales to new markets.

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The guest of this show is Topi Paananen, the CEO and Entrepreneur at Peikko Group, a Finnish construction company.

Topi has more than 20 years of experience in global business development, 17 of which in the family owned Peikko Group. He was also named by EY as an entrepreneur of the Year in Finland in 2020.

We will talk about:

How to international markets can increase your revenue from tens of millions to hundreds of millions
Why trust is one of the most important issues in doing business with Finns
Why to enter multiple countries at once is a bad idea
How not to be fooled by Finnish quietness
What you need to know before negotiation with Finns
And many more interesting insights…

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This time the guest of the show is Andrus Kotri, the customer experience expert from Estonia.

We will talk about the Estonian Market from the perspective of local customers and local business culture.

Andrus has more than 10 years of experience in understanding customers in all Baltic countries, and Estonia in particular, and 17 years of international business experience in Eastern, Northern and Northern Europe.

From the conversation you will know:

What the customer experience management is and why it is important for your business.
What you should start your business expansion with.
How different the demand in Estonia and other countries is.
Why you need to adapt your unique sales proposition to the local market.
How to understand the local customers’ needs and get the feeling of the market.
What the best market research is.
If you need to change the packaging of your product for the local market.
How to treat your first sales to the country.
How easy it is to make cold sales in Estonia and other Baltic countries.
How to use exhibitions in Estonia.
And many more amazing local insights…

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

The host of the podcast is Dmytro Shvets, the director of Start Global LLC.

Dmytro on LinkedIn https://www.linkedin.com/in/dshvets/

Listen the Start Global Insights Podcast on all major podcast platforms

Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9tZWRpYS5yc3MuY29tL3N0YXJ0Z2xvYmFsaW5zaWdodHMvZmVlZC54bWw

Apple Podcast: https://podcasts.apple.com/us/podcast/start-global-insights/id1634963261

Amazon music: https://music.amazon.com/podcasts/ea1fafef-d325-465a-b544-f8eef7a66b70/start-global-insights

YouTube Channel: https://www.youtube.com/channel/UCCsoVzefx445ORFgmpXxC0g

or in your browser https://www.start-global.biz/en/start-global-insights/

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This episode is about expansion to the Estonian market.

My guest this time is a local Estonian expert with decades of experience in sales in Estonia and Eastern Europe.

From the episode you’ll learn:

What you should do before talking to potential Estonian customers
Some pages from the Estonian history
Why Estonia it is a good idea to make Estonia as an entry point to the European Union
Where and how you can get insights from your potential customers in Estonia
Why Estonia can benefit from existence of Ukraine
That establishing the relations with Estonians will take time
Who might be a good source of information about Estonian market

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now Work with verified teams.

Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

Create your international expansion strategy with Start Global, your guide to foreign markets. https://www.start-global.biz/

The host of the podcast is Dmytro Shvets, the director of Start Global LLC, Dmytro has more than 18 years experience of international expansion consulting

Dmytro on LinkedIn https://www.linkedin.com/in/dshvets/

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My guest in this episode is Vladyslav Sushko, the co-owner of the brave Ukrainian exporter Hybro Technologies, an innovating heating system producer, that survived twice during the russian invasion to Ukraine and relocated production first in 2014 and again in 2022.

The story of their international expansion and future plans despite of the war.

We will talk about:

What is the most important to start going global?
What main obstacles do exporters meet at their way?
What is important to do when you start building your relationship with international B2B clients?
Why it is important to study new entry markets before you go there?
What is in common with music and client experience?

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Johan Gustafsson, my guest at this show, a Swedish entrepreneur and business developer shares his experience in doing business with companies in Sweden.

We will talk about:

The most important things to know before entering Swedish market.
Why trust is so important by international B2B sales?
The aspects of negotiations with your potential customers in Sweden.
What is common between Sweden and the Lords of the Rings?
Why Sweden is a corrupted country in its own way?
The possible roadmap of starting sales in Sweden?
How is Israel connected to sales in Sweden?
Is it a good idea to use the Chambers of Commerce as an entry point to the country?
Why it is not a good idea to start with Stockholm?
What major mistakes to US companies by entering Sweden?
and other insights and secrets from the local business expert…

This podcast is made in a partnership with Do Business With Ukrainians, the platform of Ukrainian business teams you can work with now

Work with verified teams. Access the best, trustworthy small and medium businesses. You may request cooperation with Ukrainian business here: https://www.dobizwithua.com/

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The introduction to the Start Global Insights:

Join us on this show and get answers about international trade directly from local players and global expansion experts.

Let’s find together the answers to the questions:

How to prepare your business for the international expansion?
How to select proper focus markets?
How to get market insights and research new markets?
How to find a proper local partner and start your sales?
And many more…

Start Global Insights: Recent Episodes

Dmytro Shvets