Generalizes on the best strategy to enter the market, e.g., visiting the country; importance of relationships to finding a good partner; use of agents.
Relationships are key to finding and evaluating good business partners. Company representatives need to visit Zambia to maximize prospects for successful market entry, to evaluate business partners, to develop advocacy relationships with officials, and to actively promote their company’s brand and services. U.S. companies typically license products through local representatives or export via intermediaries and distributors (often based in South Africa). Whichever market entry strategy is chosen, businesses should bear in mind that entering the market will require local expertise on legal and regulatory issues.