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Between your export company and the final user or consumer of your product, there can be many in-between players. Rarely would you be able to sell directly to the end-consumer as it is frequently simply not possible to reach and be at where your potential customers are.

One exceptional case coming up in recent years is online retail where your customer connects with you through the internet. Mostly, however, you require the means or the knowledge and networks of agents, importers or distributors. Distributors and importers then supply on to industries, wholesalers, retailers or food service providers like restaurants and hotels

Indirect Exports: Working with Agents and Distributors in Overseas Markets