1. Why does Vellus export through local distributors rather than set up its own sales force in country? What are the risks associated with using local distributors? How can these risks be reduced?
2. Vellus’s original entry into exporting was both reactive and serendipitous. Do you think this is the exception or the rule for small businesses? What might be done to make small firms more proactive with regard to exporting?
3. What lessons about successful exporting can be derived from the Vellus case?
4. How important has government assistance been to Vellus Products? Do you think helping firms such as Vellus represents good use of taxpayer money?