Home topics small-business-resources growth-import-export Growth | Import | Export Growth | Import | Export Finding the Right Overseas Agent or Distributor Guest Author May 21, 2007 The right overseas agent or distributor is crucial to exporting . Domini Stuart looks at the factors behind some export success stories, and where you can find help to access international markets . Few Australian business owners could consider exporting without an overseas agent or distributor . While the terms are often used interchangeably, an agent sells your products on your behalf and receives a commission on sales, while a distributor buys products from you and sells them on to make a profit. Both methods have advantages and disadvantages. For example, while you have more control over an agent than a distributor, having an agent will mean paying more to maintain stock. Nevertheless, both can help you to access international markets, and finding the right one is critical to your success. "The biggest agent or distributor isn’t necessarily the best choice," says Auckland-based senior trade commissioner, Ian Chesterfield. "In a small market like New Zealand, a small company will often be more dedicated to pursuing sales for your product or service. It is important to understand the effective coverage of your distributor, and know the distribution range. Here, for example, some will distribute into the North Island only." Similar culture, systems and a shared language makes New Zealand a popular market for new exporters. By contrast, China is a hugely complex business environment, often