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Analysis of Export Distribution Research

"An Important question 'export research' can seek 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?

 

 


Site Contents for:
How to Conduct
Export Research?

Page 1/3 How to conduct Export Research?

Page 2/3 Analysis of product price and Analysis of export product "...only if the answers to these questions are satisfactory, should the would-be exporter proceed..."

<<This Page 3/3 Export Distribution Research "An Important question 'export research' can answer is - how to distribute your product in the foreign market?"

 

 

 

 
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

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

9. Do You need to appoint your 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?

13. What incentives do you have to provide?
Sellers Obligations

 

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How to Conduct
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Secrets of
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