A Luncheon Workshop Conducted by Glenn Stoudt Rochester Midland Corporation Friday, October 10, 2003 12:00 Noon - 1:45 p.m. Suite 2900, World Trade Center (Free validated parking in the WTC Garage)

This seminar is designed for small-to-medium-size businesses and will cover the identification of suitable international markets, conducting market research, selecting overseas agents and distributors, and successfully managing a distributor network.

Glenn Stoudt is President of the International Division of Rochester Midland Corporation, a 113-year-old manufacturing company with a specialty in chemical products for industrial maintenance applications. The company operates worldwide through agents and distributors in 35 markets.

10-Step Method for Selecting the Right Distributor

1. Identifying the market and its potential customers

2. Performing a survey of potential customers

3. Developing your distributor selection criteria and holding screening interviews with prospective distributors

4. Conducting personal interviews with prospective distributors

5. Setting the initial sales forecast

6. Determining the Initial Inventory

7. Negotiating your sales agreement

8. Implementing your distributor identity program

9. Implementing your initial sales and product training program

10. Developing the strategic plan for year one, together with the distributor sales manager

Sponsoring Organizations

Cost: $25 for members of the sponsoring organizations and companies. 
$30 for non-members.

If you are a WTC member, the registration fee can be charged to your account number noted on the registration form. 

Click here for driving directions to the WTC.