Know-How Exchange : Strategy

OK...here are my thoughts...

1. Examine the local culture and economic trends. Is it important for people in that country to support local business in order to improve the overall economy? Or is this not an issue? I don't know what country you are in or the customs, byt they can difffer quite a bit from border to border.

2. How much of a price diffference is there? Chinese/Korean manufacturers may have the price beat put there is still shipping, import, duties, and other trade fees that must be paid in order to get such materials. Find out what these local fees are by contacting the local port/import office. Calculate the client's actual cost by adding these importing fees to the price of the materials. Compare to your company's prices.

Even if your prices are still a little higher, you can use convenience, no importing, building local economy, better communication/service, faster delvery etc as sell points. Make statements like "You should not have to acquire such products from afar when they are beautifully manufactured by your own people in your own backyard (if they have backyards there).

I would start by aquiring this information and presentinting it to the company with a request for more internal information. Once they see your progress and approach, they may be more willing to give up information...which just so happens to be crucial in this situation.

Explain to them you are not selling yourself, you are selling their materials, therfore you need information on the materials in order to convince your target. Sounds like they want you to wave a magic wand and magiclly talk the potential clients into switching.

Good Luck!