The selling factors/techniques applicable to Malta are generally the same as those used in other Western European countries. The country’s small size means the sales territory includes all of Malta. It has become increasingly popular for agents of U.S. brands to also acquire the exclusive distribution license for other countries in the Mediterranean region, such as Libya.
Trade Promotion and Advertising
Product advertisement in Malta occurs via digital marketing, social media, daily newspapers, free door-to-door promotional magazines, billboards, and local television—all of which maintain their own advertising departments.
Malta has seven local TV stations and ten radio stations. Many foreign television broadcasts, including several American shows, are available through cable, digital, or satellite networks. More information is available directly from the local channels listed below.
- TVM
- NetTV
- One News
Four published daily newspapers are available in Malta: two Maltese-language dailies and two English-language dailies. In addition, five Sunday publications and another five papers publish on a weekly basis. The following have online news:
- Times of Malta
- Malta Independent
- L-Orizzont (Maltese language)
- Malta Right Now (Maltese language)
- L-Kulhadd (Maltese language)
- Maltatoday
- Malta Star
- Shift News
- Lovin Malta
The Malta Fairs and Convention Centre (MFCC) holds several specialized trade fairs during the year. Visit https://mfcc.com.mt/ for more information.
For more information on EU trade promotion and advertising regulations, refer to “Doing Business in the European Union: 2021 Country Commercial Guide for U.S. Companies,” available from the U.S. Mission to the EU.
Pricing
Maltese law does not regulate prices or profit margins for products or service. However, the Price Indication Regulations direct how retailers should display their prices. Sellers must ensure that prices displayed are accurate and must be easily identified and clearly legible. Furthermore, the price indicated must be the same as the price charged at the cash point. This also applies to special offers and sale items. The Price Indication Regulations also require that sellers display prices in Euros and include VAT and any other taxes or charges. Exempted products include goods supplied for re-selling, goods sold at an auction, goods provided in the course of a service, and works of art and antiques. Service providers have no legal obligation to display a price list.
Firms should consider payment and credit terms when pricing a product. Orders for the Maltese internal market are usually very small by international standards. Maltese importers generally expect a Cost, Insurance, and Freight (CIF) quotation; however, quotes on a Free on Board (FOB) basis are also acceptable. With the exception of food and pharmaceutical products, VAT is 18 percent on most products.
Sales Service/Customer Support
Conscious of the discrepancies among Member States in product labeling, language use, legal guarantee, and liability, the redress of which inevitably frustrates consumers in cross-border shopping, EU institutions have launched a number of initiatives aimed at harmonizing national legislation. Suppliers within and outside the EU should be aware of existing and upcoming legislation affecting sales, service, and customer support. For more information on EU customer support regulations, refer to “Doing Business in the European Union: 2021 Country Commercial Guide for U.S. Companies,” available from the U.S. Mission to the EU.
Local Professional Services
Following are links to some leading local professional organizations:
- Malta Federation of Professional Associations
- Malta Institute of Accountants
- Institute of Financial Services – Malta
- Malta Insurance Association
- Chamber of Advocates – Malta
Principal Business Associations
Following are links to some leading local professional organizations:
- Malta Chamber of Commerce, Enterprise, and Industry
- Malta Business Bureau
- The Malta Chamber of SMEs
Limitations on Selling U.S. Products and Services
Malta is an open economy country. The government does not approve or restrict any products or services, as long as they comply with EU and national regulations.