International Distribution


In this Learning Unit you will learn the importance planing an appropriate distribution strategy when entering new export markets, examine the distribution options available to the exporter, outline the criteria to be used when selecting a distribution option and analyse strategies which can be implemented for consumer and/or industrial products.

Learning Unit Summary

In general, it would be ideal for an exporter to be able to sell direct to his final client with no need for intermediaries.

In this way the exporter: reduces cost of sales, increasing the product’s competitiveness; is in direct contact with the market, obtaining a continuous feedback of information; he can control the company’s marketing policy directly.

However, the truth is that this is not always possible (due to the costs involved or market idiosyncrasies) and in these cases the company should seek an intermediary.

Course Contents

    • Introduction
    • Indirect Exports
    • Consultancy
    • Associated Exports
    • Consortia
    • Trading Companies


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