C10 IM Channel

5 selection criteria for a home country middleman

locating middlemen
selecting
motivating
terminating
controlling

Locating

study of the market
productivity or volume, financial strength, managerial stability and capability, and the nature and reputation of the business.

Selecting

The screening and selection process should include an exploratory letter including product information, number of salespeople, and other background information; check of credit and references 

Motivating

correlated with sales volume.
Motivational techniques that can be employed to maintain middleman interest and support for the product include financial rewards, psychological rewards, communications, company support, and corporate rapport.

Terminating

When middlemen do not perform up to standards, requiring to restructure distribution, it may be necessary to terminate relationships.

Controlling

Marketing objectives must be spelled out both internally and to middlemen as explicitly as possible.
Standards of performance should include sales volume objective
Control over the system and control over middlemen are necessary in international business.