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1. Select distributors. Don’t let them select you
2. Look for distributors capable of developing markets, rather than those with a few obvious customer contacts.
3. Treat the local distributors as long-term partners, not temporary market-entry vehicles.
4. Support market entry by committing money, managers, and proven marketing ideas.
5. From the start, maintain control over marketing strategy.
6. Make sure distributors provide you with detailed market and financial performance data.
7. Build links among national distributors at the earliest opportunity.
Drawing up the intermediary profile- lists all the creteria a company should look for in a prospective intermediary.
Locating intermediary propspects- information from numerous sources ie government agencies, banks, trade publications, trade fares & personal visits, asking existing customers & potential customers.
Evaluating intermediary prospects-references from banks & existing customers of the intermediary can be used in this case.
Choosing the intermediary.
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