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Step 1
Use your current distributor list to research possibilities of representation in foreign markets. Your competitors' distributors will be great contacts as well. Furthermore, your competitor may not distribute internationally, and their distributor may have just the contacts for you to use this channel.
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Step 2
Network. Get advice from those who have already gone through the process of finding foreign buyers. Trade associations should be helpful because they organize trade shows and have access to databases with key information.
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Step 3
Contact the U.S. Department of Commerce. The USDOC has an agent/distributor service (ADS) to help find foreign distributors. The USDOC will provide up to six foreign prospects for about $300 per search. You can also purchase a Customized Market Analysis Report (CMA)that assesses the potential of your product in foreign markets and gives you details on competitors, distribution channels, pricing, potential buyers, marketing venues, quotas, duties and regulations and licensing.
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Step 4
Get local and state contacts. Save time and money by contacting local chambers of commerce and state foreign offices.
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Step 5
Know your potential customer base and use it to help you. When a customer needs to buy from an importer rather than directly, they tend to be helpful when asked to recommend a distributor or agent. They may even tell you the large players in the market.
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Step 6
Access the National Trade Data Bank. This database will include information and reports on agents and distributors in foreign markets. Another helpful database is TOPS (Trade Opportunities Program).
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Step 7
Access worldwide directories of companies and contacts such as Dun & Bradstreet. The primary purpose of these companies is to sell data. These databases will be expansive.
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Step 8
Use the Internet. There are websites that specialize in country-specific resources. They are usually free. Check out www.earthone.com, wwww.tradecompass.com, www.exportzone.com and www.i-trade.com.
