Choosing an export agent

OVER half the world's trade is done through agents. Unless a company is an international giant, the development of an export agency network is probably the only effective way of selling overseas in any quantity. However, before setting out to appoint agents, the exporter or would‐be exporter must define his own requirements exactly. Mountains of frustrations are created through a lack of knowledge of markets, type of agent required and the ability of the company to service an agent if he is appointed.