Finding the right international distributors can be vital for achieving business success in global markets. If you're looking to expand internationally, there are a few ways to find distributors for your products and services.
1. Trade Shows
Trade shows are events where businesses showcase their products and services to potential customers and partners. Attending trade shows can also be an excellent way to find international distribution partners.
At these venues, potential distributors from far-flung countries gather in one physical place, allowing you to make connections and explore possible partnerships face-to-face. You can identify and assess candidates through in-person exchanges with likely prospects at exhibition booths, before and after panel presentations, and in many other interactions.
Thousands of trade shows happen every year, and you can find the right ones to attend by using online directories. Consider allocating resources for registration fees and travel expenses and be sure to show up ready to do business. Try to research attendees before you go, prepare a compelling presentation, and schedule meetings in advance to maximize your time and opportunities.
2. Government Resources
The U.S. government offers many resources to help businesses in their international endeavors. These resources range from market research to financial assistance. Government agencies can also help steer you to trade missions and events, helping you identify potential international distributors.
Many relevant programs operate as part of the Commerce Department’s U.S. Commercial Service. Its Gold Key Service will identify, vet, and arrange meetings with potential international distributors. International Partner Search will give you a list of up to five distributors that have expressed an interest in your goods.
Other resources include the Export-Import Bank of the United States, which aims to create domestic jobs by supplying American firms with financial tools that support exports. The Small Business Administration's Office of International Trade can help arrange export loans, research international markets, and untangle legal and regulatory barriers. The SBA’s Export Assistance Centers are local offices in many cities that provide hands-on support, including organizing events to connect with foreign buyers. The U.S. government itself, including its many facilities around the world, can also be a very good international customer.
The quality and fit of your international distributors can significantly impact your business's success in new markets.
3. Trade Associations
Trade associations are industry-specific organizations that represent the interests of businesses within a particular sector. By their nature, trade associations assemble and provide access to extensive networks of businesses in specific industries and sectors. These networks of organizations in the same or related fields can be valuable resources for finding international distributors.
Almost every industry has one or more trade associations that can direct you to industry-specific events, directories, and connections to potential international distributors. To get started, consider researching influential trade associations in your industry and joining them to tap into their resources and network. Some trade associations include:
- National Association of Manufacturers, consisting of 14,000 member companies from across the United States
- National Retail Federation, the world’s largest retail trade association
- Consumer Technology Association, representing the $505 billion technology industry
- American Apparel & Footwear Association, representing more than 1,000 name brands
Once you’ve homed in on the most prominent trade associations in your specific industry, try to reach out to request lists of international distributor members. Consider joining any groups that appear promising and actively participate to build relationships with distributors worldwide.
4. Online Marketplaces
Online marketplaces can provide digital platforms where businesses can sell their offerings directly to a global audience. These marketplaces are more than mere listings of products and services, however. Each is a diverse ecosystem of suppliers, distributors, manufacturers, and service providers, creating a vibrant marketplace where you can find suitable partners to expand your distribution internationally.
The platforms can often facilitate this process by providing tools for communication, negotiation, and secure transactions. Here are some online marketplaces for you to consider:
- Alibaba.com is one of the world's largest B2B ecommerce site and particularly good for finding distributors in Asia.
- Sources connects international buyers with manufacturers and suppliers of many products.
- Amazon Global lets buyers make purchases from sellers around the world without leaving the familiar e-commerce website.
- eBay facilitates cross-border e-commerce transactions between 190 markets.
- India Mart is the leading B2B marketplace in India.
- Mercado Libre is the largest online marketplace in Latin America.
Each marketplace does business a little differently. Consider taking time to research the top marketplaces by region and industry. Try to evaluate costs, fees, and functionality to determine the best platforms for your business.
5. Your Existing Trade Networks
Try not to overlook the power of your existing trade networks when searching for international distributors. Your existing trade networks may include suppliers, customers, industry contacts, or even personal connections. These current business connections and relationships can represent a valuable resource.
To try to leverage your trade networks, simply reach out to suppliers, customers, and other industry contacts and ask for recommendations or connections to potential international distributors. Consider making a special effort to attend industry events, joining professional networks, and actively engaging with your existing contacts. These steps can help expand your trade network and increase your chances of finding suitable international distributors.
Make International Distributors Your Allies
The ideal distribution partner is more than just another customer. By incorporating the five strategies mentioned above, you can help increase your chances of connecting with reliable and effective partners who can be allies rather than just bystanders in the pursuit of your international objectives.
Not just any distributor will do. The quality and fit of your international distributors can significantly impact your business's success in new markets. Consider conducting thorough research, establishing clear communication channels, and evaluating potential distributors based on their expertise reputation, and alignment with your goals. Try to take the time to evaluate your options, consider multiple factors, and choose partners who will advance your business objectives and values.
A version of this article was originally published on May 24, 2017.
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