Global Revolution: Find the Right Overseas Partner

Dream of seeing your product in stores around world? Unless you have years of international experience, you'd be wise to find some overseas distributors. Otherwise, your unfamiliarity with foreign business customs could stall your efforts.

The most helpful distributors will buy products from you, then warehouse, distribute, and sell them to customers. They'll also handle customer service. (Note: These folks are not always called distributors. In Japan, they're known as wholesalers.)

Networking among trusted business colleagues is best way to find a reputable distributor. If you don't have many overseas contacts, take heart. The U.S. government offers an alphabet soup of programs that are designed to help small business with this -- and many of them actually work. The U.S. Department of Commerce (http://www.doc.gov/) offers a wealth of resources through U.S. Export Assistant Center, International Trade Administration (http://www.ita.doc.gov/), and U.S. Commercial Services (http://www.usatrade.gov/).

Want to research potential markets? Contact ITA's Commercial Information Management System (CIMS), which collects data that will help you track down your target customers. Ready to pair up with a partner? Call The Matchmakers Service, offered by both DOC and ITA. It introduces new export companies to agents, distributors, or large retailers with an interest in their products. Similarly, Agent Distributor Service finds qualified distribution firms that are currently handling products similar to yours. An ADS search will generate up to six names of distributors who have an interest in specific U.S. products. Smaller companies with bigger budgets should also check out The Gold Key Program, which will introduce you to pre- screened potential business associates, whether you are seeking an agent, a distributor, or a joint-venture partner.

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