Manufacturer’s Rep Foreign Intermediaries U.S. Company Domestic Intermediaries Foreign consumer Internet Direct marketing Domestic Wholesaler U.S. Retail Chain U.S. Retailer, foreign unit Export Management Company (EMC) Foreign Retailer Importer Agent/ Broker Distributor Export Merchant Wholesaler (LT, Buy/Sell) Export Agents/Brokers (ST, Fee/Commission) Foreign Sales Corporation (FSC) International Distribution Alternatives

Foreign Intermediaries U.S. Company Domestic Intermediaries Foreign consumer Foreign Retailer Distributor Export Merchant Wholesaler (LT, Buy/Sell) Export Agents/Brokers (ST, Fee/Commission) International Distribution Alternatives Domestic Wholesaler U.S. Retail Chain U.S. Retailer, foreign unit Foreign Retailer

Foreign Intermediaries U.S. Company Domestic Intermediaries Foreign consumer Internet Direct marketing Export Management Company (EMC) Foreign Retailer Distributor Foreign Sales Corporation (FSC) International Distribution Alternatives

Manufacturer’s Rep Foreign Intermediaries U.S. Company Domestic Intermediaries Foreign consumer Foreign Retailer ManagingA gent Distributor International Distribution Alternatives Broker

Foreign Intermediaries U.S. Company Domestic Intermediaries Foreign consumer Foreign Retailer Distributor Export Merchant Wholesaler (LT, Buy/Sell) Export Agents/Brokers (ST, Fee/Commission) International Distribution Alternatives Domestic Wholesaler U.S. Retail Chain U.S. Retailer, foreign unit Foreign Retailer Different modes of export; limited company involvement.

Foreign Intermediaries U.S. Company Domestic Intermediaries Foreign consumer Internet Direct marketing Export Management Company (EMC) Foreign Retailer Distributor Foreign Sales Corporation (FSC) International Distribution Alternatives Acts as an export department for the company; foreign buyers often don’t know the EMC isn’t actually Company X FSC operates on foreign soil; does its own foreign country distribution; can distribute for other U.S. companies if inclined

Manufacturer’s Rep Foreign Intermediaries U.S. Company Domestic Intermediaries Foreign consumer Foreign Retailer ManagingA gent Distributor International Distribution Alternatives Reps act as Company X sales force, but also represent similar (non-competing) products; take orders, earn commission Broker Managing agent is exclusive rep for company X; often invests in company; does not serve other companies Broker usually works on a sale by sale basis, typically for commodity goods Distributor/Merchant wholesaler; long term, buys/resells, supports product; usually best bet