As more clients look to extend their branded merchandise programs around the world, distributors are being asked to solve problems far beyond sourcing products. International business brings opportunity, but also challenges around logistics, trust, timing and execution. In the latest edition of The Expert Panel, PPAI Media asked three of our Expert Voices this question:

What is the biggest challenge U.S.-based distributors face when doing business internationally?

Finding the right international shipping partner is a great place to start.”

Denise Cline

GM of Promotional Products, Office Beacon

Denise Cline is general manager of promotional products at Office Beacon:

“When I worked for a distributorship, international shipping could almost paralyze me. We could have the right product, the right solution and be genuinely excited about what we could do for the client, but then came the duties, taxes, customs requirements and compliance issues. I didn’t always know where to begin or who to trust to help navigate it.

“Finding the right international shipping partner is a great place to start. Talk to your representative at your preferred shipping company and find someone who can explain the true landed cost, anticipate delays and help protect firm event dates.

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“Something else that has helped me is finding a supplier partner in the country where the order is being delivered and working backward. Start with the branded solutions they can provide locally and see how those options can meet the client’s needs. It can remove a lot of the complexity from the order.”

Time zones slow down problem-solving, and quality control is hard to enforce remotely.”

Neeraj Harlalka

Founder/CEO, CompanyStore.io

Neeraj Harlalka is the founder and CEO of CompanyStore.io:

“The biggest challenge is trust across distance. U.S. distributors need a partner who can consistently deliver U.S.-level quality, compliance and on-time production without them physically being there to check. One missed customs clearance or shipping delay can turn a routine order into a client-facing crisis.

“Time zones slow down problem-solving, and quality control is hard to enforce remotely. Most distributors have been burned on many occasions shipping internationally and watching a shipment get held up, taxed unexpectedly or delivered late to a client abroad – and that memory sticks. So, they stay cautious about serving global markets, even when the demand and opportunity are real, because the real barrier was never willingness. It’s confidence that things will land right on the other side, without them watching.”

We think globally, source strategically and execute locally.”

Andrea Stoll

CMO, Boundless

Andrea Stoll is chief marketing officer at Boundless, PPAI 100’s No. 21 distributor:

“While logistics gets a lot of the headlines, I have found protecting a global brand experience to be the biggest challenge. Every program requires balancing speed, costs, quality and regional execution while protecting a consistent brand experience.

“Success depends on distributors investing in trusted global supply chains that empower our teams to confidently serve our client needs. We’ve successfully supported our sales teams in solving complex global marketing challenges, not just sourcing products. We think globally, source strategically and execute locally.”