Tag Archives: business development

Global Trade, International News, News

The Questions Every Business Should Ask Before Expanding Internationally

Despite the current economic headwinds, global expansion is having its moment this year. It increased by 45% this year compared to pre-pandemic figures, Signifyd data shows.

International expansion has become a necessity for businesses. Global ecommerce presents ample opportunities for merchants to tap into new markets and increase their revenue. But before attempting international expansion, there are certain questions every business needs to ask to bulletproof their strategy.

In an interview for Signifyd’s commerce report, Signifyd head of global financial services and EMEA marketing Amal Ahmed sat down with Chris Holley, commercetools global director for independent software vendor partnerships to discuss the very important things a business should consider before taking that step. Here are the main takeaways.

Why am I expanding and why now?

The time has never been better for businesses to embark on cross-border expansion. That double-digit global ecommerce growth is more than attractive to ecommerce leaders looking to bring their game to the next level. The earlier you make the move and take advantage of the fresh global ecommerce market, the more you will be able to establish yourself and ward off competition once it comes along.

Apart from the time being right for most businesses, you need to consider individually if this is what will benefit your business the most right now.

“One of the questions that isn’t asked when it comes to global expansion is should you even do it? Sometimes you shouldn’t. Sometimes your product isn’t attractive,” Chris Holley said.

If you are a reseller of other people’s products, for example, it’s likely that you won’t have much traction in expanding such an activity. Other businesses, such as plumbing, will also have a hard time competing with the local plumbers in a new country. In that case, you should ask yourself if this really is for you.

“Everybody likes to think internationally, but sometimes it’s not the best idea,” continued Holley.

Where is the place to expand?

Pretty much any market presents you with an opportunity to expand internationally. But each market has its own characteristics that you need to consider beforehand, and one might be better suited for your product and target audience than another.

Think about where you have a cultural affinity? Above research and analysis is your individual business acumen and intuition which can help guide you in the right direction.

Then comes the strategic part. Identify the countries where you think you will be more successful in and create a list of no more than five. Order it by starting with the most attractive one and stop at three. These are your primary target markets with the best opportunities for cross-border expansion. Chris Holley advises expanding into one market at a time. It’s also important that the country you invest into has good macro-dynamics, including a job growth, educational growth, and a net positive growth.

How am I going to get there?

Once you’ve established your target market, it’s time to consider your plan of action.

Chris Holley suggests tasting the new market by expanding through a marketplace at first rather than selling directly into a new country.

While you’re going to have a higher commission cost, the marketplace will do the majority of the work and help you attract a new customer base, thus allowing you to focus on pulling data and analysing it to form your strategy. Then, try and sell five products on a marketplace in three countries for a year. If you’re willing to risk a certain amount of money, this is a great way to get a sense of who your customers are in the given market and what their purchasing behaviours are, so that you’re well-equipped to succeed when you start selling on your own.

Expanding internationally is not a rapid process with momentary rewards. It will take time until you see results, so use that time to test the new market and see what’s working best for you.

Asking yourself these questions will help your business step into the new adventure prepared and with confidence! Cross-border expansion is a game of trial and error, and the more you practise it, the better you will get at it.

AI, News

AutoStore announces key industry hires to support expansion plans

New appointments join AutoStore from key automation manufacturers Keyence and OMRON

Leading robotics and warehouse automation company, AutoStore announces a series of key appointments to its business development and partner management teams to prepare for the start-up’s crucial next stage of growth.

Joining its 10 strong UK team to help drive AutoStore’s UK expansion plans is Alex Forrest who will oversee AutoStore’s business development across the manufacturing and industrial portfolios.

Forrest comes with a strong background in engineering, where he rose up the ranks over a decade at global factory automation manufacturer, Keyence. He developed through various sales and account management positions.

Commenting on his appointment, Alex Forrest, business development manager at AutoStore said: “The company culture and the exciting vision that AutoStore laid out for the future were key factors in my decision to join AutoStore.

“AutoStore is rapidly growing, developing disruptive products that are completely different to anything else in the marketplace. I am looking forward to helping the AutoStore team accelerate growth in key untapped areas.”

In another boost to AutoStore’s partner management and business development team, Paul Cusack recently joined AutoStore as partner sales manager, where he liaises between AutoStore’s integration partners and the business.

As a qualified electronic technician, Cusack brings over 25 years in the automation sector and joins AutoStore from OMRON Corporation where he held several sales management related roles too – including establishing the first logistics & warehouse team in the UK.

Paul Cusack, partner sales manager at AutoStore said: “AutoStore’s philosophy and approach towards product development align perfectly with my own values as a solution orientated hands-on based person who likes to get things done.

“I’m excited by the opportunity to focus on engaging closely with partners ensuring that AutoStore is the primary vendor that our partners push as a solution. A key focus for me is to demonstrate the important role automation plays in upskilling warehouse jobs and significantly reducing boredom and risk in day to day roles, subsequently tackling the staff shortages the industry is currently facing.”

These appointments follow a fruitful period of business success for the AutoStore, which includes a substantial boost to revenues in the first-quarter of 2022, compared to the same period last year – exceeding the predicted forecasts by market analysts.

James Smith, managing director at AutoStore UK: “The fact that AutoStore was able to attract these high-calibre candidates to the business is a demonstration of the positive direction that the business is heading in and is also testament to our growing reputation as an employer of choice, underpinned by our healthy working culture and environment.

“Despite a challenging global economic environment, AutoStore has shown an ability to thrive across all parts of the business and that our recruitment drive remains extremely strong and highly competitive.

“The track record of Alex and Paul speaks for itself and we’re pleased to have them on board to play an integral part in helping establish AutoStore as the world’s leading warehouse automation company.”

To learn more about the AutoStore system, please visit: www.autostoresystem.com/

International News, News

AMS strengthens position in India with FlexAbility acquisition

The renamed “FlexAbility by AMS” will provide Indian talent for AMS’s global clients in banking and other sectors

AMS (formerly Alexander Mann Solutions), the leading global provider of talent outsourcing and advisory services, today announced the acquisition of FlexAbility, its longstanding Recruitment Process Outsourcing (RPO) partner in India, from the shareholders of  firm ABC Consultants, the pioneer of recruitment services in the country.

FlexAbility, renamed FlexAbility by AMS, will operate within the AMS global platform. FlexAbility CEO Vinod Subramanian will continue to lead its management team and the company’s next phase of growth.

Founded in 2009, FlexAbility is headquartered in Mumbai and has more than 1,000 employees across seven cities in India. For more than a decade, AMS has been working with FlexAbility to provide Indian talent to global clients across a wide range of sectors. The acquisition formally combines AMS’s global platform with FlexAbility’s local expertise in India, an increasingly important recruitment and workforce services market for AMS global clients.

David Leigh, AMS CEO, said: “I am delighted that we are taking our long and highly successful partnership with FlexAbility to the next level. The demand from global clients for Indian talent continues to grow apace and this acquisition will strengthen our leadership position in the exciting and talent-rich Indian market.”

FlexAbility CEO Vinod Subramanian said: “The world has changed radically since the global pandemic and the demand for Indian talent is insatiable. Becoming an integral part of the AMS family gives FlexAbility an even stronger platform for growth. Our employees will have great opportunities for professional development and AMS clients from across the world will have greater access to Indian talent.”

Shiv Agrawal, MD, ABC Consultants said: “I am very proud of how FlexAbility has evolved and grown over the past 12 years to become a leader in the RPO market in India. Partnering with AMS to deliver world class service out of India has been fantastic and I wish AMS, Vinod & the entire team at FlexAbility nothing but the very best for the future”

The acquisition reinforces India’s position as a global leader in RPO. India is witnessing unprecedented growth in demand for talent, recruitment and workforce advisory support for multinational corporations (MNCs) as economies revive and respond to a new culture of remote working. Competitive talent-rich markets such as India have stepped up to provide central services for global companies at a time of deepening skills shortages in some developed markets.

Against this backdrop this acquisition’ will provide AMS with a strong foundation for further growth worldwide as it serves MNCs that are rapidly adopting RPO services.

Today’s announcement follows a period of strong global growth at AMS, especially in the United States where its headcount has grown four-fold in the last 18 months and is now close to 2,000 strong. AMS has also expanded significantly in Europe and Asia, with multiple new office openings to meet demand from many of the world’s leading organisations for talent acquisition and management to gain a competitive advantage. India and FlexAbility by AMS are set to play a key role in AMS’s global growth strategy.

OMERS, one of Canada’s largest defined benefit pension funds with C$121 billion in net assets, is the principal investor in AMS and the agreement also extends its connection and commitment to India. OMERS investments in India include renewable energy producer Azure Power and toll road operator IndInfravit.

The financial terms of the transaction were not disclosed.

News

LinkedIn’s Adam Hawkins joins APSCo OutSource RepComm

Staffing industry consultant and LinkedIn’s Head of Search & Staffing, EMEA & LATAM, Adam Hawkins, has joined the Representative Committee for APSCo OutSource. Under this remit, Adam will work closely with other leaders from the outsourcing community to steer the trade association and the development of its services on behalf of its members.

Melanie Forbes, Managing Director at APSCo OutSource, commented:

“As the sole trade association for the recruitment outsourcing community, APSCo OutSource acts as the go-between for the sector and end-hirers. APSCo OutSource’s purpose is to represent the interests of recruitment outsourcing partners and to do that we need to involve experts from across the entire talent acquisition remit. We’ve already launched the OutSource Client Community to ensure the voice of the end hirer is being heard across the sector. Having Adam involved in our Representative Committee will add further value to our members, providing valuable insights and ensuring that the wants and needs of recruitment outsourcing partners is being fed into LinkedIn. I’m looking forward to having Adam on board and I have no doubt that our members will soon reap the rewards of having him on the RepComm.”

Adam Hawkins added:

“I’m delighted to join the APSCo OutSource RepComm. Being able to work closely with fellow leaders in the recruitment outsourcing arena and share LinkedIn’s insights and perspectives with the OutSource community will ensure we’re all collaborating at a time when talent acquisition is evolving.”