Use a distributor

A distributor buys your products to resell in their market. They buy at a discount and make money by selling at a higher price.

The contract of sale is between you and the distributor. The stock they buy is their responsibility and they deal with the end customer.

A distributor will usually buy in bulk and should:

  • reduce your overheads and exposure to risk
  • provide access to their dealers and resellers
  • be a sustainable and scalable entry into a market

Less resource and control

A distributor markets and sells the product and provides aftersales support. Your costs will be reduced but you usually won’t have any control over the marketing and pricing of your product.

A good distributor may accept your suggested pricing and marketing material.

Like agents, a distributor may want to be the only seller in a geographic region.

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