Some manufacturers, particularly of industrial products, need only be concerned with the problem of distribution channels between nations (market-entry channels) because their products are sold directly to the end-user, i.e. another company or a government organisation. However, other manufacturers face the additional problem of distribution within the foreign market. Where this is the case, the manufacturer should be concerned with the entire distribution channel (i.e. the whole channel), from producer to final buyer, whether an industrial end-user or consumer.

Unfortunately, exporters who trade with a large number of markets frequently think that their task has been accomplished once they have delivered their goods to the foreign importer. They consequently ignore the subsequent distribution channels that link the importer with the final purchaser, with the result that less than optimal profits are achieved.