The distribution process includes, the physical handling and distribution of the goods, the change of ownership (title), and most importantly the buying and selling between the manufacturers and the middlemen and the middlemen and the customers.
The exporter has to choose the correct channel to use in order to access the intended market. In most instances these issues are not very different from those encountered in the local market. In many instances, the use of a middleman is probably the first method many companies will employ for gaining entry into the international marketplace.
The exporter relies on the expertise and infrastructure of the
middleman to handle the entire export process. The middleman could be:
A trading house
A commission agent
An agent as a distributor
Top of page