2 min read –
The “Hunting in Packs” Export Strategy
A winning approach or a hollow myth?
Check it out below
In the world of international trade, we often hear the phrase “hunting in packs” when companies from the same country decide to group together for export.
It’s a catchy metaphor, evoking strength in numbers and a coordinated approach to conquering new markets.
But let’s be honest: this phrase is nothing more than a flashy slogan that does not work in practice.
The very idea of “hunting in packs” is flawed and misleading metaphor.
Wolves hunt in packs to kill their prey.
But companies should not “hunt” clients to destroy them.
They should seek to build long-term, balanced relationships that create mutual success.
Customers are not prey; they are partners.
A business approach rooted in such an aggressive metaphor is not only outdated but also counterproductive.
In theory, when companies “hunt in packs,” they are supposed to collaborate, share efforts, and distribute the benefits of their collective actions.
This collective export strategy is an illusion.
Buzzwords like “synergies”, “consortiums,” and “alliances” are thrown around.
But the reality? Each company looks after its own interests.
Companies who claim to work together often end up competing against one another within the same group, breaking promises of collaboration, and prioritizing their own short-term gains.
The supposed unity crumbles as soon as individual interests come into play.
Here is the biggest reason why “hunting in packs” fails: It is seller-centric instead of customer-centric.
When a group of exporters organizes itself, it does so according to its own priorities, internal timelines, and sales targets.
This means the focus is on when the sellers want to sell rather than on when the buyers are ready to buy.
But successful export strategies are built around the customer’s buying cycle, not the seller’s sales cycle.
This is a paradox: a strategy that claims to be stronger together actually weakens its participants because it is built on the wrong foundation.
So, What Actually Works?
Instead of chasing empty slogans, companies that want to succeed in export should focus on practical, result-driven strategies:
✔ Understand Local Demand: Invest in market intelligence and real customer needs instead of relying on generic assumptions.
✔ Adapt to Buyer Timelines: Engage with customers when they are ready, not when it suits your sales agenda.
✔ Find the Right Local Partners: A single strong local partner can often achieve more than a loosely connected group of foreign exporters.
✔ Build Meaningful Alliances: True partnerships work when there is a natural complementarity, not forced cooperation.
Success in international business does not come from slogans.
It comes from deep market knowledge, adaptability, and genuine customer relationships.
If you have thoughts on this or personal experiences, let’s discuss, contact us.
We are Cintasia, we bring your technology and industrial equipment to Indonesia and Asean.
PS: If you want to hear real-life stories about why “hunting in packs” doesn’t work, feel free to reach out privately.