Using Foreign Distributors for your Products July 19, 2010There are many ways for you to get your products into a foreign marketplace. The most common are:
- Selling to a U.S.-based buyer who then handles the export of the product;
- Licensing certain rights (trademark rights or manufacturing rights, for instance) to a foreign person, who then makes/sells your product in a foreign market and pays you a percentage of the sales;
- Having an agent line up customers in a foreign country, for which you pay the agent a percentage of sales;
- Selling directly into a foreign marketplace, either through case-by-case inquiries from buyers, via website orders or by maintaining an office in a foreign location; or
- Using a distributor in a foreign location.
This article is part of a series on Doing Business Overseas. In it, we will focus on the issues commonly discussed and negotiated with foreign distributors. Specifically, the intent of this article is to focus on the “big picture” issues that define your distributor’s conduct and, by extension, your company’s
goodwill in a foreign market.
Read more here. |
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