EXPORT SALES Locating a partner.

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Presentation transcript:

EXPORT SALES Locating a partner

Locating Distributors Trade Shows AN OPPORTUNITY TO : Meet face to face Communicate with potential new customers Collect business cards, information Learn about the markets Give samples and brochures to potential customers Visually present the product line Network, get references Set up appointments

LOCATING DISTRIBUTORS INTERNET: Websites that put interested buyers & sellers together Your Company Website Have a page for international inquiries US Commercial Service: Gold Key, Partner Search etc. Networking: Talk to companies in complimentary product lines. Industry shake-ups: Opportunity

DISTRIBUTOR INFORMATION FORM (Basic) Company Name (address, phone) E-mail address & Website Primary Business Country(s) or Region(s) Annual Sales Staff size Number years in business Product lines currently represent Number of accounts they service Trade references

SCREENING FIND THE RIGHT FIT Has the Distributor Form been completed ? Do they have a website? Are they carrying competing brands/products or complimentary ? Is your industry new to them ? Are they experienced, big enough? Pick up the phone and talk Does the customer “fit” your business Do their distribution channels “fit” your business Visit the company AND - Do they have the potential to meet your SALES GOALS ?

SCREENING RESOURCES US Commercial Service Internet Research If they already import, call the US company for a recommendation Ask your current overseas customers if they know of them

SALE LEARN THE MARKET Use the overseas distributor’s knowledge Market requirements, local regulations Can you afford to make product changes, translations etc. Questions ? Double check & Clarify Prices: Competitive, Agreed Be Patient Avoid signing Agreements & Authorizations. Consult an Attorney

LAUNCH Test market your product (sample order) Discuss sales results with your new partner, did it meet expectations ? Solve all challenges early Get the re-order

CONCLUSION Collect information to make good partner decisions Make the initial contact - Dialogue Back ground check: Use resources Be Patient – avoid compromises Does the new company (partner) “FIT” your market strategy and sales goals THANK YOU