The key questions that companies should be asking when starting to export goods or services:
- Why do you need an agent or distributor?
- Who to appoint?
- How will you find the right person?
- Where should they operate: territory?
- What is their role?
- When is the right time to appoint them?
Companies new to overseas markets may not be aware of the full range of options for how they can sell their products and services.
Some companies start by indirect exporting i.e. by effectively selling in the UK to Merchants, Trading Houses, or original equipment manufacturers, for example car components. Payments would be in pounds sterling on usual UK terms such as 30 days, and there is no overseas delivery to worry about.
Companies can start exporting directly without using a “middleman”. They can simply travel to the market, having carried out some research, and try to book the orders. However, after a short time there is a realisation that a local man on the ground in the form of an agent or distributor can bring results more quickly and this is a continuous point of contact for you and your customers.
This is an extract from ‘Exporting Made Easy’ by Simon Bedford and Giles Dixon. Find out more at our website http://exporting-made-easy.com
Countries: Africa, Americas, Asia Pacific, Europe, and Oceania
Topics: Getting Started