Choosing an Overseas Distributor

In an attempt to take advantage of new trade opportunities in Europe and Japan, many small-business owners are teaming up with local distributors that have an understanding of native business customs. Unfortunately, however, too few companies take the time to find the right international distributor...

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Bibliographic Details
Published inSmall business report (Monterey, Calif.) Vol. 16; no. 8; p. 68
Main Authors Lucash, Richard M, Geisman, James, Contente, William
Format Journal Article
LanguageEnglish
Published New York Faulkner & Gray, Inc 01.08.1991
Subjects
Distributors
Factors
International
Selection
Small business
US
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Summary:In an attempt to take advantage of new trade opportunities in Europe and Japan, many small-business owners are teaming up with local distributors that have an understanding of native business customs. Unfortunately, however, too few companies take the time to find the right international distributor or to check out salient legal and cultural issues. The following are ground rules to use when choosing an international distributor: 1. Evaluate prospective distributors based on their organizational and technical ability to support the business. 2. Get to know a prospective distributor before signing an agreement. 3. Check out cultural differences. 4. Examine local laws in the distributor's native country. If possible, the company's international distribution strategy should be discussed with an attorney before entering into any distribution agreement. Such a discussion can save the firm embarrassment, money, and time.
ISSN:0164-5382