Basics of exporting

Selling and distribution in overseas markets


There are a number of elements you need to consider to sell successfully overseas. How you organise your sales presence in export markets is one of the key decisions.

Options when selling overseas

Depending on your product, you may be able to sell directly. For example, you might be able to sell over the internet or by exhibiting at local trade shows.

Many businesses look for a partner who already understands the local market. For example:

  • You can sell to a distributor who then sells your products locally.
  • You can use a sales agent who sells products on your behalf, or puts you into contact with potential customers on a commission basis.
  • You can enter into a joint venture with a local business. This gives you a share of the management and profits of the joint venture, but is a more complicated and expensive option.
  • If you want complete control over sales, you can set up your own local office. This is the most expensive option.

The choice you make can have important financial and legal consequences.

Read more about the available support for trading outside Northern Ireland.

When arranging a sales contract with an agent or distributor, you need to ensure that responsibility for delivery and payment is clearly defined.

Intellectual property when selling overseas

It's also important to remember that intellectual property (IP) protection becomes more complicated if you sell goods overseas. Patents and trade marks are only recognised and protected in the country of origin, so you will need to secure IP protection in each country you intend to sell into. Read more about intellectual property protection overseas.