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Analysis of Export Distribution Research

"An Important question 'export research' can answer is - how to distribute your product in the foreign market?"

The more information obtained, the better will be, to formulate your export distribution strategy.

The types of questions to be asked:

1. What is the distribution structure channels of distribution (wholesalers, retailers, etc.) in the foreign market?

2. What are the mark-ups normally required by the various middlemen?

3. What kinds of promotional assistance will they provide for the product?

4. Who are the principal importers?
Their reputation, efficiency, and financial strength?

5. What is the best way to export to that foreign market
(through agent or distributor)? 
Recommended reference:
How to develop your Export Market?

6. Does the foreign country specify the type of distribution allowed?

7. Is an exclusive agency or distributorship desirable?
Distributorship Agreement

 
 
Secrets of International Trading © copyright
APEC | The EEC | InCoTerms 2000
Exporting Starts Here
Export Marketing Strategies
How to manage Export Promotion?
Documentation for Exporting
How to Draft and Agency Agreement?
Export Trade Barriers & Trade Blocks
Getting Paid for Exporting
Export Insurance
How to Develop an Export Market?
How to Conduct Export Research?
How to calculate Costing for Export?
Hazards of Export Packing & Shipping
Export Shipment and Transportation
4 P's of Export Business Correspondence
About Pallet a transportable platform
 

 

8. How good is the sales force of the agent or distributor?

9. Do we need to appoint our own sales managers to
monitor the performance of sales agents or distributors
abroad?

10. Is the foreign market dominate by a middleman or
manufacturer?

11. Is the agent or distributor able and willing to provide
services?
Buyers Obligations

12. How difficult will it be to get reputable agents or
distributors to handle the product in the foreign country?
What incentives do we have to provide?
Sellers Obligations

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