1. EXPORT SALES
Locating a partner

2. 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

3. 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

4. DISTRIBUTOR INFORMATION FORM (Basic)
Company Name (address, phone)
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

5. 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 ?

6. 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

7. 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

8. 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

9. 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