image outilFind out which distribution channel fits your company, your products, the market you target and your business strategy.

An exporter should always select the most suitable distribution channel to warrant a continuous, sustainable offer of its products and/or services. Choosing the right channel will allow the exporter to reduce the cost of his market entry and thus warrant a competitive offer. This application intends to help you identify the organizational structure that is probably most appropriate given your specific profile. It presents two basic strategies of market entry (direct and indirect exports) en six specific techniques that derive therefrom (representative office, branch, subsidiary, commercial agent, distributor and commission/undisclosed agent).

For the purpose of obtaining of clarity and simplicity, this didactic tool does not cover the entire spectrum of techniques available to an international entrepreneur (franchising, (cross) license, value added reseller, supply, (contractual) joint-venture, temporary association, broker, client finder, web shop, digital market place, auction sales, sponsorship, occasional agency, piggy back, OEM, subcontracting, …). 

Often, these alternatives indeed present themselves as variations, modalities or combinations (e.g. franchising) of the basic strategies of market entry, described in this application, in order to tackle a specific niche market (e.g. public contracting) a specific product (e.g. raw materials) or a specific service (software, projects, etc.).

This application is tablet and smartphone friendly.



The Belgian Foreign Trade Agency and all parties that contribute to the information published on this website, try to ensure the accuracy of the data as much as possible without being able to assume any liability in this respect. The inclusion of links to one or more other websites, including links contained in those websites, does not necessarily indicate any connection, partnership, affiliation or endorsement and is for informational purposes only.

Any user who makes use of the information in any way after this notification, waives any recourse against the Belgian Foreign Trade Agency which cannot be held liable under any circumstances for direct or indirect damages, including but not limited to infringements committed by third parties on the GDPR legislation and / or malware in the links mentioned.