Optimization of the sales expansion from Estonia to Finland, including the Business-to-Business model
Smirnova, Daria (2023)
2023
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2023060822939
https://urn.fi/URN:NBN:fi:amk-2023060822939
Tiivistelmä
This thesis examines a theoretical background of the traditional entry modes to the Finnish market for the Estonian cleaning supplies product line, specifically from the E-commerce perspective. Estonia Digital Media OU has commissioned the thesis and focuses on the search for potential partners and an optimal strategy for sales expansion, including a business-to-business model.
The theoretical framework presented within the thesis covers the most common market entryways to this day as well as describes the current Finnish trade environment, highlights standard regulations for import, and proposes a list of potential local partners. The research was conducted by a qualitative method combining theoretical and interviewing parts followed by comparing and summarizing the received responses alongside former research of similar subjects.
The study has shown that the highest focus of Estonian physical stores in the Finnish market is on food supplies rather than household chemicals, cleaning, or beauty products. Such a business operates on the direct export of locally produced goods to the country of destination where the premises are rented. Representatives or owners of the stores accept commercial offers but in small amounts. Finnish online stores have the most likelihood of providing expansion opportunities.
The theoretical framework presented within the thesis covers the most common market entryways to this day as well as describes the current Finnish trade environment, highlights standard regulations for import, and proposes a list of potential local partners. The research was conducted by a qualitative method combining theoretical and interviewing parts followed by comparing and summarizing the received responses alongside former research of similar subjects.
The study has shown that the highest focus of Estonian physical stores in the Finnish market is on food supplies rather than household chemicals, cleaning, or beauty products. Such a business operates on the direct export of locally produced goods to the country of destination where the premises are rented. Representatives or owners of the stores accept commercial offers but in small amounts. Finnish online stores have the most likelihood of providing expansion opportunities.