Using distributors to sell is one of the most common methods for exporters to start gaining footprints in foreign markets. Foreign distributors represent your product and act as the local presence for your business. It is extremely important to know how to find and select the right partners, and nurture and grow the relationships. In this workshop, we will discuss:

• Locating potential distributors
• The screening and pre-qualification process, and the interview
• The art of approaching foreign distributors
• The best practice of managing foreign partners
• Other key considerations

About Your Instructor:

With over 30 years of international business development and sales management experience, Bill McNamara brings a wealth of knowledge to the International Trade Association of Greater Chicago (ITAGC).

While working at a senior level in companies such as Federal Signal Corporation, Minuteman International and Conbraco Industries, Bill was responsible for building the international businesses of these firms. Although his role also included international licensing deals, and performing due diligence and integration of foreign acquisitions, his strength is in developing and managing B2B sales channels on a global basis. This work has entailed living on 4 continents, several million miles of travel, and work in over 65 countries in all world regions, while owning both US and EU passports.

He is a long-time member of the ITAGC, a former Illinois District Export Council appointee, an advisor to SMEs at the Chicago Regional Growth Council’s Export Tech Program and has been a speaker on international business topics at various local universities and associations.

Refund Policy:

Refunds will include the ticket price less the Eventbrite fees (which consists of the payment processing fee and the service fee combined). If an event is cancelled, refunds will be for the entire purchase – that includes the ticket price and the Eventbrite fees.