Exportaid - Export Trade Avice

…can be a real challenge in these troubled economic times. Standards and certification exist to assure the quality of what we buy so they are important to achieve, surpass and uphold. The achievement of quality standards can be a justification for charging a price premium against competitors who are not able to meet the same standards. The achievement of standards carries a cost to the supplier that needs to be recouped.

A number of countries are struggling to recover from the global economic crisis, and customers are naturally tightening their belts and either buying or stocking less, or buying cheaper. For many, this is a time for compromise but buying on price alone may result in paying a higher total cost, as sub-standard products need to be repaired or replaced. On the other hand, suppliers need to re-emphasise the benefits that differentiate their product or service, while at the same time finding innovative ways to make their offers more competitive.

In entering any new market with new products and services, you will need to ensure that they meet or exceed international, national, regional and sometimes local standards and certification. Okay, you may find that a single standard or certificate may cover all bases, but that is not always the case.

The achievement of a standard and production of the relevant certification, will inevitably help to increase your competitiveness. Standards and certificates provide confidence to your customers, especially so when products are completely new to a market. Relevant standards should be identified as part of your initial market research. There are generally cost implications in achieving a standard, and you therefore need to include this in your marklet entry budgeting.

For international buyers, it is wise always to check the authenticity of any certificate that is presented. Exportaid has seen some spectacular forgeries, from company registration certificates, ISO certificates, to certificates for technical standards. So if unsure,  it is good practise to check with the issuing authority.