Go to the target market and talk to people to understand your market. When estimating the time it will take you to get export ready, double your figure. The best source for distributors is the marketplace. A lot of good distributors are not even listed in directories. You should talk to peoples locally.
Trade commissioners can also supply names.
It pays to hire someone in the target country who understand the regulations of that country. Often the best indication of your company's potential for success abroad is to export your product or service to other provinces first. Having someone within your company who speaks the language of the target country is a big asset. 1- Lack of adequate preparation and market research. 2- Poor selection of foreign agents and distributors.