ChemEquip USA: Dealing With an Asian Distributor Gone Rogue


This case aims to illustrate the motivations and challenges of indirect exporting, that is, when a manufacturer uses an outside firm to seek foreign clients and distribute its products overseas. The case offers an overview of how an international distribution network operates, and raises issues of agency and control in such a network setting, especially in the face of “grey marketing/parallel imports”. The case can be used in a Sales and Sales Management course with an international dimension, in a Global Marketing course or an Import/Export course.

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