Agent and distributor selection
Export success often depends on strong in-market representation. A good representative deals directly with your clients, helps grow your export sales, works as your partner and can deliver other benefits.
The following information focuses on agents and distributors - the forms of in-market representation used by 90 percent of new exporters. It highlights:
- the differences between agents and distributors
- how to select the best representative for you and your product
- what sort of agreement to enter into with your representative
- how to build a positive win-win partnership.
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Strategic alliances and joint ventures
This 'how-to' guide looks at two of the most common ‘beyond exporting’ options – joint ventures and strategic alliances. The guide covers:
- when to consider a joint venture
- the benefits and disadvantages of joint venturing
- how a joint venture works, including equity variations
- steps to forming a joint venture
- when to consider a strategic alliance
- characteristics of a strategic alliance.
Download the Strategic alliances and joint ventures 'how-to' guide (PDF, 146KB)