Focus on single US point of presence, not entire market: advice for Australian SMEs

Focus on single US point of presence, not entire market: advice for Australian SMEs

Oklahoma Department of Commerce Aerospace and Defense Director Vince Howie is strongly advising Australian SMEs and enterprises trying to push into the US market to hone in on one single location first, before even considering addressing the wider North American market.

"I think our philosophies, mindsets and business practices are very similar," said Howie. "[But] the one thing that has kind of struck me as I've visited a lot of these [Australian] businesses is that they're afraid that the US is too big and so… it hasn't been in their business plan to even to look at the US."

However, Howie said that once he had discussed with these organisations some of the ways in which the state agency he represents can help open doors, they are put at ease.

"Once we talk to them… and let them see what there is and [allow them to] meet the communities… they're a lot more willing to take that chance and maybe look at the US market," he said.

"I would say: don't try to take on the entire United States, it is way too big," Howie recommended. "But if you could go to one singular location and then make contacts [and] establish relationships, it's a very easy thing to do."

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