Today we will examine the pros and cons of use of an agent or a distributor when expanding overseas compared to using your own sales force. I will focus on working with a partner in our target market but consider entering the market with a company from your home country.  If you know of a company with complementary products, consider forming a Joint Venture to enter the country together. Much of your research will apply to your potential JV partner. You may even have identified that you will have a higher degree of success if you bring a complete package to the marketplace. But you need to assess their financial resources, the robustness of their business, and the capability of their people before agreeing to a Joint Venture. More importantly, does their enthusiasm for the project match yours? Remember, there will be setbacks, and troubles lie ahead unless their commitment is as strong as yours. For marketing your products or services, there are three common approaches: What is the difference between a distributor and an …