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Finding and Managing Sales Agents and Distributors Overseas

Guest post by: Carol B. Webster

Article Overview: You’ve adapted your product for the overseas market, and established an appropriate price. Now you just have to find a way to sell your product! Finding the right distribution partner overseas is important. It’s so important to be able to establish a trusting long-term relationship with the person or group who is going to be help you penetrate new market and be your local presence overseas. So what do you look for?

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Finding and Managing Sales Agents and Distributors Overseas

The top three criteria for an overseas partner are:
1) Financial soundness – does your partner have sufficient financial resources to manage your business and expand your reach?
2) Knowledge of your industry and products/services – How long has your distributor or agent been involved in your industry? Are they considered an expert in the field?
3) Reputation – Does your prospective partner have a solid industry reputation? Are they well-connected and well-known among your target customer base?

And of course you need to determine if they truly are interested in your business. There are number of ways to find distribution partners; participating in international trade shows, inquiring with overseas chambers of commerce or state and local governments, perusing trade directories and asking current overseas customers for recommendations are a good way to get started. The U.S. Commercial Service also has an International Partner Search service which can be very helpful in identifying prospective partners; visit their website at http://www.export.gov/salesandmarketing/IPS.asp for more information.

And don’t forget that you have some obligations to fulfill toward your agents and distributors as well! They will be looking for a stable and reliable supplier with quality products, excellent product, technical and marketing support and service, and a company who will treat them as a respected partner.

Once you’ve identified the right partner, negotiate your contract carefully with a lawyer well-versed in international business, and make plans to meet at least twice a year in person with your distributor to review the business and make plans for steady growth.

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Article Tags: chambers of commerce, customer base, distribution partners, field 3, financial resources, financial soundness, industry reputation, international business, international partner, international trade, lawyer, overseas customers, overseas partner, partner search service, prospective partner, prospective partners, quality products, state and local governments, target customer, trade directories



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