9 Ways to Choose the Right Market for your Business Expansion

Business expansion is an integral part of any successful company, allowing companies to access new markets and grow their customer base. With the help of growth opportunities, businesses have the potential to diversify their product range and services, open new branches, and increase sales in existing markets.

Expanding a business model can increase revenues, create opportunities, and improve customer satisfaction. It has become an essential factor for success in the current global market. It can also bring advantages like increased brand visibility, improved efficiency, and economies of scale.

Businesses of all sizes are looking to expand their reach and increase sales by tapping into international markets. However, choosing the right markets can be a daunting task. It’s crucial to consider the target demographic of potential customers, language barriers, cultural differences, and more when deciding which international markets to enter.

Moreover, there is also the aspect of investing in foreign markets that requires a thorough analysis of market conditions, regulatory framework, and competitive landscape. 

What is business expansion?

Business expansion is the technique of growing a business to reach new markets, generate more revenue, and increase the size of its operations. It involves expanding into new product lines, several geographic areas, or adding new services to meet customer demand. It can be done through organic growth (internal development) or external growth (acquisitions or mergers). As a result, businesses can strengthen their competitive advantage and position themselves for long-term success.

Business expansion
Business expansion

If you are interested to know different types of businesses, read our article 10 types of common business forms in the world.

Why Should You Expand Your Business?

It is crucial for any business to stay competitive and successful. Expanding business will give access to new markets, clients, and resources, thereby inducing growth profits, producing more jobs, and enhancing the quality of products or services. It allows businesses to enter into joint ventures, and offer new products or solutions. 

Expanding into different countries will also open up new markets to explore and build relationships with potential customers.

If you want to learn about standards that improve the quality of products, refer to our article 15 most valuable terms to understand ISO 9001:2015.

Are business expansion costs deductible

Business expansion costs can be a massive financial burden for businesses. Fortunately, there are ways to make these costs more manageable by taking advantage of tax deductions. Understanding the various tax deductions that are available can help businesses save money while expanding their operations and increasing their revenue stream. 

When should you expand your business?

Expanding a business can offer numerous benefits, such as increased market share, more efficient processes, and improved customer service. However, it is vital to have a proper plan before taking the leap into expansion. There are many factors to consider, including finances, resources, and timing.

By understanding these components, you can create a well-thought-out plan at the perfect time for your business expansion. 

SWOT analysis can also greatly improve your business expansion.

5 Proven Strategies for Growing Your Business Through Expansion

Promotion and marketing

If you want to make sure your business expansion thrives, you will need a great marketing and promotional strategy. one of the best ways to do this is by creating strong customer loyalty. This can be achieved by attracting new customers through various means, such as a website. Having a strong customer base is crucial for business expansion, as each new customer you acquire spreads the word about your company. A website is an excellent way to market your business and portray it as a professional entity. If you are planning on expanding into other countries, you should also create localized versions of your website to better connect with local customers.

Promotion and marketing
Promotion and marketing (Source: Image by storyset on Freepik)

Market penetration

If you want to raise your customer base, consider marketing to potential customers who have yet to commit to a service. Local advertising campaigns can help reach these individuals, thereby boosting market penetration. For example, if you have a vegetable business, consider offering free veggies to local sellers. This will not only attract new customers, but it will also show that you are invested in meeting the needs of your target market.

Franchise

A key strategy for business expansion is starting a franchise. This process allows you to open your business in an area where people are willing to invest money and energy, providing a more controlled environment than if you opened the same business independently. Franchises develop growth opportunities without fear of competition.

New market expansion

When a market becomes oversaturated with one type of product or service, this can lead to reduced sales and profitability. For example, many businesses have expanded into new markets where they previously lacked presence due to limited market penetration (due to low capital costs, high returns, etc.) and changes in consumer preferences. You can use various marketing expansion strategies to support your business’s flourish in these saturated markets.

Joint venture

Joint ventures and acquisition agreements can provide a number of benefits. By joining forces with another business having a significant market presence, you can tap into their resources and expand your reach beyond what you could do on your own. In addition, this type of agreement allows both businesses to benefit from each other’s strengths.

Marketing strategy
Marketing strategy (Source: Image by rawpixel.com on Freepik)

How To Decide Which Markets To Enter When Expanding Business

Set goals

 Business expansion goals should be reasonable and measurable. Furthermore, setting goals should be based on accurate information to track and analyze the progress. Also, constantly reassessing them ensures that they are still relevant and achievable. Regular analysis of the market, competitor activity, and customer feedback are the means of doing so. 

Set goals
Set goals (Source: Image by Rochak Shukla on Freepik)

Be aware of the competition

Your research will include competitor analysis. Conducting a thorough competitor analysis to explore current companies is essential. It will lead to a better understanding of the market and the environment in which you will compete. 

You must have a compelling value proposition, a fascinating product offering, and a go-to-market strategy that can outperform and withstand established rivals. It is a higher risk proposition for the business to enter this market if your only point of differentiation is price, and you will need to spend a lot of money on brand awareness.

Look out for a new market

The research will support the operational execution of the brand expansion and serve as the foundation for the strategic development of what is arguably the most significant step in entering new markets.

To successfully enter a new market, you must comprehend it better than all of your rivals, as well as your current offering and brand values in relation to it.

Understanding and defining the pain point of your product is necessary when investing in research and intelligence for new market development. It is crucial to dispel any presumptions you may have regarding the product’s direct and simple transferability into a new setting.

Know your business model and target audiences

Analyzing your current business model, product or service offerings, and target markets may help you identify several areas for improvement. Enhance the experience of your customers by examining the solutions you offer.  

Strategy to enter the market

You can develop your go-to-market strategy after understanding market insights, expected success, global audience, and competitiveness.

While entering a new market, consider brand hierarchy and architecture to see if it is appropriate or needs an investment in a new brand. You might even want to collaborate with an already established company in that market.

It’s crucial to manage your brand’s visual identity and presentation for a new audience to make yourself understood and recognizable in crowded markets. 

Market research

Even though it may be tempting to start business expansion goals into action instantly, it is crucial to take your time and research. 

You can gain valuable insights to help shape your expansion strategies by understanding each new potential market. Depending on the nature of your business, this might entail knowing the local sales statistics, and the population demographics, or finding a famous location that will attract new customers and keep them coming back. Construct your company to satisfy the specific needs of the market. A company can stay agile and adaptable by incorporating possibilities for continuous improvement into its business strategies. This will allow your company to change course to avoid failure.

Market research
Market research (Source: Image by our-team on Freepik)

Manage the finances

Financial stability is essential for business expansion. Prepare to carry out the required due diligence to confirm that your business is stable enough financially to make the transfer. Adhere to regional corporate policies and procedures by taking proactive measures. Consider outsourcing payroll, taxes, and accounting.  Set reasonable financial goals to ensure the highest chance of success.

Make sure you comprehend your numbers and let data guide you. 

  • When should you anticipate seeing a return on your equipment investment?
  •  If you take on a big client, do you have the money to finish a big project?
  •  If you hire someone, do you have a pipeline to keep them on the payroll? 

In particular, during tumultuous times, you must be able to look around the corner and be prepared for disruption. 

Form a strategy

Make an action plan outlining your strategy for gaining a competitive edge in the new market and connecting with customers. For instance, some businesses are moving their call centers to develop cities with cheaper real estate and the potential to develop into future innovation hubs.

 Every market has a distinct economy, culture, and government, all of which have an impact on how well your company does there.

You can create a localized strategy and business plan by analyzing the new market you are entering;  make sure it aligns with the company’s overarching strategy.

Know the feedback from your existing customer base

To gauge the opinion of your current clientele, you can set up surveys for emails or website pop-ups that let customers select the goods or services they want to see from your business expansion. It may also help you choose a new market.

For instance, the marketing team uses email lists to create surveys for sending to devoted customers who complete them in exchange for website discounts. Customers are given a list of available goods and asked which ones they would like to see next. 

Benefits of expanding into new markets

Development prospects in new markets

 According to a Wells Fargo survey, many American companies believe that international expansion is necessary for long-term growth. In particular, emerging markets are seen as particularly fruitful areas of business expansion. This sentiment is shared by 87% of U.S.-based businesses surveyed.

It’s important to carefully select your market locations, taking into account a variety of factors including:

  • GDP growth is expected to be strong in the coming year.
  • There is a shortage of skilled workers in the current economy, making it difficult for businesses to find qualified employees.
  • The complex regulatory landscape surrounding cryptocurrency and blockchain ###
  • The quality of infrastructure is crucial in ensuring the success of a business expansion.

Talent acquisition

Despite predictions that remote work will soon disappear, hiring international employees to meet new needs has proven to be a successful strategy. Companies can recruit from a much larger pool of talent than ever before. As countries embrace their roles as manufacturing hubs, they devote more resources to training and educating their workforce. This is due in part to the fact that these nations have embraced a vocational approach to education and actively encouraged residents into engineering and technical programs at an early age.

Talent acquisition
Talent acquisition (Source: Image by katemangostar on Freepik)

 Diversification

 Diversification helps reduce the risk of potential financial setbacks, both anticipated and unanticipated. Practicing this principle in different assets rather than sticking to one specific investment is why financial advisors often advise their clients to do so.

A common rationale for companies expanding into foreign markets is the anticipation of market fluctuations. This strategy identifies five benefits: increased asset diversification, reduced reliance on one particular sector or region, improved resilience to external shocks, and opportunities, enhanced customer management capabilities, and repeat business expansion growth. International expansion can allow you to specialize by aligning your product with specific clientele or utilizing different economic protections.

Economies

 Economies of scale are financial advantages that businesses can achieve when they produce more and become more efficient. This happens as companies expand to new markets, driving down the cost per unit of their products. Costs (fixed and variable) associated with production are spread over a wider range of items.

The larger a business is, the more cost-effective it can be due to three factors: economies of scale, specialization, and vertical integration.

  1. As labor becomes more specialized and technology integrates the output increases.
  2. Buying bulk from suppliers lowers the cost of capital, making it easier for businesses to operate and grow.
  3. By spreading costs across more units, we can lower overall expenses.

Competitive advantage

 Entering new markets can give your business an early advantage, as competitors may not be established in that region yet. If you don’t currently operate in a specific country, that gives you the opportunity to establish yourself as the go-to source for customers there first.

New locations represent opportunities that are ideal for advancing an organization’s goals. For example, you may have access to technologies or labor pools that are advantageous for your business venture.

Creating a brand name and developing a reputation can be beneficial to your business expansion. As the company’s image and stature grow, this effect may continue over time.

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