Global Update

Top Tips for Negotiating Agreements With Overseas Distributors


By Linda Spencer

The Australian market is the second-largest export
market for U.S. specialty-equipment companies,
according to a 2018 SEMA survey.

SEMA-member companies seeking to sell their products globally most often do so through the establishment of a network of distributors in overseas markets.

While there are multiple additional methods to getting your products to international buy­ers—including selling online through e-commerce or do-it-for-me (indirect) methods to market, such as working with export management companies, manufacturers reps or U.S.-based warehouse distributors—this SEMA News article focuses on the distributor route.