Information to make you think.

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 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 data

7. Build links among national distributors asap

Source: HBR Dec 2000
Author: David Arnold