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Methods of Exporting: Direct and Indirect Sales
By Laurel Delaney (Founder and President, GlobeTrade.com)(The following is Chapter 8 from Laurel’s book, “Start and Run aProfitable Exporting Business:http://www.amazon.com/exec/obidos/ASIN/1551801396/qid=921889823/104-7434993-1535140)There are several factors to consider when determining whethera direct or indirect sales strategy is best for you -- most importantly,the extent of your resources and the degree of control you wish toexercise over your export ventures. The following analysis will helpyou to make a choice tailored to your needs.First, let me emphasize that timing is everything.
Readiness toseize an opportunity is more important than having your wholestrategy nailed down beforehand.
If you get a promising inquiryfor your export product, go for it. Don't analyze it to death until afteryou've responded to the inquiry. If there's one thing I'd like you totake away from reading this excerpt, it's the global marketer's habit of action: it's better to do something, anything, that will put you right inthe global arena than to expend enormous amounts of timeresearching and debating options and wondering what other peoplewould do if they were in your place. When an opportunity comes, youmust be ready to operate via either sales channel, direct or indirect.Let's start with a checklist of factors to consider before youdecide which method of exporting will be best for you.
1. How big is your company?
For that matter, how big are you? Alarger company will have more "people power" to dedicate to the task
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    jeannene-tedesco

    great article about direct sales strategy

    reply09 / 25 / 2008
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