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This workshop is designed for small-to-medium-size businesses and will cover how to identify the best international markets, conduct market research, select overseas agents and distributors, and successfully manage an agent/distributor network.

10-Step Method for Selecting the Right Distributor

1. Identifying the market and its potential customers

2. Performing a survey of potential customers

3. Developing your agent/distributor selection criteria and holding screening interviews

4. Conducting personal interviews with prospective agents/distributors

5. Setting the initial sales forecast

6. Determining the initial inventory

7. Negotiating your sales agreement

8. Implementing your agent/distributor identity program

9. Implementing your initial sales and product training program

10. Developing the strategic plan for year one, together with the distributor sales manager

Glenn Stoudt is Vice President, Global Division, of Rochester Midland Corporation, a 120-year-old manufacturing company of specialty chemical products for industrial maintenance applications. The company operates worldwide through agents, distributors and joint ventures in over 50 countries.

In Cooperation With