New markets aren't built from afar: How IDT grows internationally
The best way to understand a new market is to be in it. That’s why IDT traveled to Mozambique in late August as part of a business delegation organized by the Chemnitz Chamber of Commerce and Industry.
At FACIM, Mozambique’s largest international trade and industry fair, as well as during visits to local companies and conversations with representatives from business and government, our goal was not simply to make new contacts. We wanted to understand the market, the people driving it and what they need – and where there is real potential to work together.
Mozambique is one example of how we approach international growth: understand the market first, then build the business.
There’s no substitute for being close to the market
A promising market, a growing industry or an interesting project is only the starting point. Turning that potential into business takes local knowledge, the right partners and personal relationships.
International business doesn’t happen just because a market looks attractive on paper. You have to be there, listen and understand how customers and partners work. Only then can you see where real business opportunities can develop.
Digital communication makes international collaboration easier, but it cannot replace meeting people face to face. Especially when entering a new market, we need to understand how decisions are made, what customers need and how business works locally.
Where being an SME becomes an advantage
Internationally, short decision-making paths can be a real advantage. They allow us to respond quickly to different requirements and develop solutions together with customers and partners.
Not every new market delivers quick results. Some relationships – and some business opportunities – need time to grow. This is where flexibility, customer proximity and the ability to make decisions quickly matter.
Philipp Leiding and Matthias Muehl discuss what these strengths mean in practice in our interview “What Makes SMEs Successful?”
From Mozambique to other markets
The first contacts we made in Mozambique have already led to conversations that we are continuing. Over the coming months, further meetings and market visits will take us across Europe, Africa, Asia and the Middle East. The United Arab Emirates are a particular focus, with a visit to ADIPEC in Abu Dhabi and further market exploration in the region.
Every market is different. So rather than applying the same blueprint for international growth country by country, we want to understand where our solutions and expertise can make a difference, what customers need locally and which partnerships can develop into long-term business.
Are you active in international markets too, or do you see an opportunity to work together?
Let’s talk.