Market entry DACH & Nordics
Market entry in the DACH region and the Nordics – with a partner on the ground
We help small and mid-sized companies enter Germany, Austria and Switzerland – and the Nordic markets of Finland, Sweden, Denmark and Norway. From market research and choosing the right entry model to the first signed contracts. In English with you, in your customers’ language with them.
Practical market entry support, not theory:
- More than 20 years of hands-on experience in the German-speaking markets
- Finnish-German team – native-language sales work in German and Finnish
- On the ground in Germany – meetings and trade fairs face to face
- The same expert from the first analysis to the first contract
people in Germany, Austria and Switzerland – one language, three markets
Destatis, Statistik Austria, FSO (2025/26)
German GDP at current prices in 2025 – Europe’s largest economy
Destatis, national accounts
people in the Nordic region – compact, digital and open to new suppliers
Nordic Statistics, 1 January 2025
of the world’s leading trade fairs take place in Germany
AUMA, Association of the German Trade Fair Industry
Why DACH and the Nordics
Market entry in two regions, with one partner who knows both
The DACH region is Europe’s largest single language area and home to thousands of globally active mid-sized companies. The Nordics are smaller, but they are wealthy, highly digital and quick to adopt new solutions.
Germany, Austria and Switzerland offer volume. Germany alone has around 3.4 million companies, and the German Mittelstand – family-owned, quality-driven and loyal once convinced – is an ideal customer for specialised suppliers. One set of well-made German-language materials opens three markets.
Finland, Sweden, Denmark and Norway offer a different kind of opportunity: short decision paths, a strong culture of trust and business partners who are comfortable working in English. For many companies the Nordics are an excellent reference market – and for DACH companies they are a logical next step into Northern Europe.
We work in both directions. Our team combines Finnish and German roots, long experience in international sales and a network that spans both regions. Whichever direction you are heading, you get one partner who understands both sides of the table.
Market entry model
Four market entry models
Most market entry projects that fail do so because the entry model was chosen for convenience – not because it fits the product, the margin and the resources available. These are the practical options, in the DACH region and in the Nordics alike.
Direct sales with your own team
You sell directly to customers, without intermediaries.
You keep the full margin and own the customer relationship. It does, however, require sales work in the customer’s language, availability during local business hours and the capacity to handle deliveries, invoicing and complaints yourself.
Works well when the product is clear, the customer base is defined and the sales cycle is short.
Distributor or importer
A local partner buys your product in their own name and resells it.
You reach the market quickly with an existing customer base and logistics. In return you give up part of the margin and direct customer contact – and you depend on how actively the partner really sells your product.
Works well when volume matters and the product needs no customer-specific tailoring.
Commercial agent
An independent agent sells in your name and earns commission on closed deals.
Fixed costs stay low and pricing remains in your hands. Note that commercial agents enjoy statutory protection in the EU and the EEA: when the contract ends, they may be entitled to compensation – in Germany under § 89b HGB (Ausgleichsanspruch). Agree the terms in writing up front.
Works well for technical products and long sales cycles where personal relationships matter.
Own subsidiary or branch
You set up your own entity or branch in the target country.
The strongest signal to the market and full control. It is also the heaviest option: company law, accounting, payroll and employment law all have to be handled locally, and fixed costs start running before the first deal.
Works well once the market is proven and volume can carry the fixed costs.
Readiness
When is a company ready for market entry?
A new market is not the place to test whether your product works. The right time to go is when the fundamentals can stand up to a foreign buyer’s scrutiny. We go through this list with you in the free first conversation.
If a point is still open, that is not a barrier – it is usually the first work package. Most projects start with a focused market study that tells you whether there is demand, and at what price.
- The product has the documentation and labelling the target market requires – CE marking, instructions and packaging in the local language, and any product-specific requirements clarified.
- Your pricing can carry the local sales channel: the margin still works when an importer or distributor sits in between.
- Delivery capability holds up as demand grows – buyers in both regions judge reliability as closely as the product itself.
- Someone owns communication in the customer’s language: quotes, negotiations and complaints are handled in their language.
- Time and budget are set aside for the first year – B2B buying processes are thorough, and the first contract rarely comes within a single quarter.
Market entry services
Market entry services with one goal: closing business
Professional market entry services, from market intelligence to sales work and practical arrangements – always tailored to your goals and your product.
Go-to-Market as a Service
From market research to the first signed contracts – one contract, one accountable person. A sales resource in your target market without hiring.
Market Research
Competitors, price levels, sales channels and a realistic demand estimate for your target market – in numbers, not guesses.
B2B Lead Generation
We identify the right decision-makers, reach out in their language and report who is interested and who isn’t. You focus on selling.
Partner & Supplier Search
We find, assess and approach distributors, importers, agents or suppliers – and support you in the negotiations.
Trade Fair Services
Choosing the right fair, pre-booked meetings, native-language sales work on the stand and systematic follow-up.
Marketing & Communication
Content, campaigns and digital visibility built around what buyers in your target market expect – not a translated home-market campaign.
More services for the same project
Translation & Localisation
Websites, brochures and quotes in language that sells.
Delegation & Business Trips
A programme in which every meeting has a purpose.
Company Set-up & Registrations
VAT registration, branch or subsidiary – and who handles the paperwork.
How we work
Your market entry in five steps
Discovery
Free first conversation: goals, product, resources and a realistic timeline.
Scope
A written proposal with scope, deliverables, price and schedule clearly defined.
Execution
We do the work on the ground – research, outreach, trade fairs or campaigns.
Reporting
You receive tangible output: data, contact lists, booked meetings or qualified leads.
Next step
You decide whether to continue. We don’t sell long commitments before you have seen results.
Why us
Three reasons to choose Scandimoments
We are neither a market research house nor an advertising agency. We are a sales-driven market entry partner that does the work many consultants outsource – ourselves.
Market knowledge built on the ground
More than twenty years of experience in the German-speaking markets and in international business development – learned in the field, not from books.
Networks across sectors and borders
Our networks in the DACH region and the Nordics speed up market research and the search for the right partners – from food and FMCG to IT, IoT and AI.
Tangible results
We run market entry projects with focus and cost-efficiency. You get practical action, not theory that ends up in a drawer.
References
What our clients say
We have delivered market entry projects for companies in food, technology and textiles, and for national export promotion programmes. Quotes translated from Finnish.
Working with Anna has been truly rewarding. She carried out a market study for us that gave us exactly the information we needed. Our cooperation has continued since, and Anna’s business acumen, market knowledge and customer-focused approach have helped us make excellent progress towards our goals.
We started working with Anna on a market and competitor analysis, which gave us a very comprehensive foundation for our internationalisation project. Our cooperation has been of high quality and smooth throughout. We warmly recommend Anna as a partner for internationalisation projects in Germany.
Anna’s knowledge of the German market and her language and communication skills have been a valuable help to us. She has an active, sales-minded approach to her work. Cooperation has been easy and everything has gone well and on schedule.
It has been a pleasure for Business Finland’s Food from Finland programme to work with Anna on target market analyses for various food product categories. Anna’s work has been extremely valuable and has given us perspectives we will use widely as we take our research into the global market potential of the food sector forward. Anna is pleasant to work with and has delivered our analyses to a high standard, reliably and on schedule.
In our food industry projects we have always been able to rely on Anna’s skills. She delivers high-quality work quickly and comes up with her own proposals. Highly recommended!
Working with Anna was a positive experience – we got exactly what we ordered. We will stay in touch with Anna whenever we need more of her market expertise.
Guides
Knowledge to get you started
We publish in-depth, sourced guides on the DACH and Nordic markets. They cover the questions we are asked most often – so that our first conversation can start with what really matters in your situation.
Entering the German market: the complete guide
Entry models, pricing, contracts, product requirements, VAT, funding and a realistic 12-month plan.
Entering the Nordic markets: a practical guide
Finland, Sweden, Denmark and Norway compared – buyers, channels, language, VAT and what makes the Nordics different.
Trade fairs in Germany: a guide for exhibitors
Choosing the fair, budget, staffing, pre-booked meetings and the follow-up that separates a successful fair from an expensive trip.
Questions
Frequently asked questions about market entry
What does entering the DACH market actually require?
Three things: the right entry model, a contact point in the customer’s language and a realistic time frame. The model determines whether you sell directly or through a distributor, agent or your own entity – and that affects pricing, margin and who owns the customer relationship.
On top of that you need product documentation in German, pricing that can carry the sales channel and someone who handles quotes and negotiations in the customer’s language. We go through all of this in a free first conversation before you buy anything.
Do you only help companies enter Germany?
No. We work in both directions. We help companies from the Nordics and elsewhere enter Germany, Austria and Switzerland – and we help companies from the DACH region and beyond enter Finland, Sweden, Denmark and Norway.
The toolkit is the same: market research, lead generation, partner search, trade fairs and localisation. What changes is the market knowledge, the language and the local rules – and that is where we come in.
What does market entry cost – and where should we start?
It depends on how much market knowledge you already have. A typical first step is a focused market study that answers one question: is there demand for this, and at what price? From there you move on to lead generation or partner search.
We work either at a fixed project price (clear scope, fixed fee) or on a monthly retainer for ongoing sales or marketing work. You always receive a written proposal describing the scope, deliverables and schedule. The first conversation is free.
Can public funding be used for market entry?
Often, yes. Many countries support the early internationalisation phase of SMEs, for example through Business Finland, Business Sweden, Innovation Norway or the Danish Trade Council, and through regional or federal programmes in the DACH countries. In many instruments, services bought from external experts are eligible costs.
Terms and instrument names change regularly, so check the current criteria with the funding body. We are happy to help scope the project so that it fits a funding application: clear objective, deliverables and timeline.
Do you also work in Austria and Switzerland?
Yes – the whole DACH region is part of our work. With almost 102 million people, the German-speaking region is Europe’s largest single language area, and for many companies Austria or Switzerland is a natural addition once Germany is running: same language, partly the same distributors and trade fairs.
Keep in mind that Switzerland is outside the EU customs union, so customs formalities, VAT registration and product requirements differ. We cover these points as part of the market study.
How quickly will we see the first results?
A market study is typically ready within a few weeks, depending on scope. In a lead generation project the first conversations usually take place within a few weeks of starting, although the pace varies: some decision-makers reply immediately, others take a long time to reach.
Getting to a contract takes longer. B2B buying processes – especially in Germany – are thorough and multi-stage, and for industrial capital goods the sales cycle often exceeds a year. We structure projects so that interim results can be measured along the way – within a few months you will know whether there is demand.
Get in touch
Let’s start the conversation
Tell us where you want to grow – the DACH region or the Nordics – and we’ll work out the most sensible first step together. The first conversation is free and without obligation.