Question

What challenges do suppliers face in accessing new markets?

Answer 1

Suppliers often face multiple barriers when trying to enter new markets, especially in the B2B space.
1. Lack of Market Knowledge

Suppliers may struggle to understand buyer behavior, pricing trends, and compliance requirements in unfamiliar regions. This limits their ability to position their products effectively.

2. Regulatory and Compliance Barriers

Different markets have varying regulations, certifications, and documentation standards. Failing to meet these can block entry or cause delays.

3. Limited Visibility

Without the right digital presence or marketplace support, new suppliers often get overlooked by buyers already working with known vendors.

4. Trust and Credibility Issues

Buyers are often hesitant to work with new or unknown suppliers. Gaining trust requires clear documentation, past performance proof, or platform-based verification.

5. Logistics and Distribution Complexity

Exporting or entering a new regional supply chain means facing challenges with shipping, warehousing, and managing costs.

Answer 2

Breaking into a new market sounds exciting, but for most suppliers, it’s not as easy as it looks on paper. I’ve seen suppliers with great products struggle simply because they weren’t prepared for what comes next.

Here are some common challenges they face:

1. Not knowing the market well enough
You can’t sell in a market you don’t understand. Many suppliers jump in without knowing local preferences, regulations, or how buyers make decisions. It’s like trying to sell winter jackets in a tropical country. You might have great quality, but no demand.

2. Lack of local credibility
Buyers in new regions are cautious. If you don’t have local references, a verified business listing, or trusted reviews, they hesitate. Trust takes time, especially online.

3. Logistics that are harder than expected
It’s not just about shipping. You’ve got customs, duties, local laws, returns, and delivery timelines to worry about. For many SMEs, this is overwhelming without the right support.

4. Communication gaps
Even minor misunderstandings in specs or timelines can kill deals. When you're dealing across cultures and languages, clarity becomes your best friend.

5. Weak digital presence
Many suppliers still rely on old-school methods. But if you want to grow globally, platforms like Pepagora or TradeIndia are a must. Your product needs to be seen, understood, and trusted online.

Bottom line:
Accessing a new market is a mix of strategy, patience, and digital savvy. It's not just what you sell, but how well you present, communicate, and deliver.