For many would-be exporters, identifying effective and appropriate local representation is a vital factor in breaking into a new market, and has already been mentioned in this column. However, such is its importance, it is worth looking at in more detail. The most common route to market is probably via a local distributor, though there are a number of other options, including use of agents (who negotiate sales on your behalf for a commission), licensing, franchising, joint ventures, strategic alliances or direct investment. The best option will vary from business to business but all should be considered before committing to any agreement.
展开▼
