Alberto Rodriguez-Baez
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September 13, 2021
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Export Basics
One of the most useful tools to help select the right international distributors is an International Distributor Screening and Selection Process that helps interested candidates self-qualify or self-disqualify as potential distributors (see my previous article). A critical element of the Screening and Selection Process is the International Distribution Prospectus (IDP).
Alberto Rodriguez-Baez
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July 19, 2021
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Export Markets,
Export Basics
In my previous article, I described why it's critical to not only select the right distributors, but also to keep them for the long run (see the Fit/Tenure Matrix) and develop them into highly productive distributors.
Choosing international distributors without a thorough selection process is less than ideal and to be avoided at all costs: selecting the wrong distributor is a tremendous setback for the exporter and the distributor alike.
In my experience as an exporter and as a trade consultant, I have realized that this situation can be avoided by implementing a solid screening and selection process that is used for every candidate, every time.
Alberto Rodriguez-Baez
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June 7, 2021
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Export Basics
One of the most common questions I hear almost daily is, “How do I find distributors abroad?” When the pandemic started and travel restrictions were imposed, the question became, “What do I do now? How do I find distributors abroad without traveling?”
I wrestled with this question while working in the private sector, and I have helped clients answer it countless times using the lessons I learned. The answer, whether pre-pandemic or today, is a two-part answer.