Effective Management of the International Distributor Relationship – Optimizing Growth while Mitigating Risk



International distributors can effectively expand your global footprint. Managing this relationship can be fraught with challenges when not done right. 

  • What do you need to do to find the right distribution partner? 
  • What needs to be in the distribution agreement to protect your company? 
  • How to set the right expectations for your company and your distributors? 

Come listen to our experts discuss their experience with distributor lifecycle management: from finding the right partner, to growing the partnership, to termination, if required.

Panel of Speakers:

Stephen R. Lundeen, Attorney, von Briesen & Roper Law Firm

Miguel Dominguez, Director of Sales & Support, Mirus Bio

Gautam Malik, President & COO, Gamber Johnson

Alexann Reno, CTPAT Program Manager, Siemens Corporation

Speaker Bios:

Stephen R. Lundeen is a Shareholder in the Milwaukee office of von Briesen & Roper Law Firm. He focuses his practice on handling matters for clients who are actively engaged in the global economy, including several capital goods manufacturing concerns that export their products throughout the world. Steve has extensive experience in mergers and acquisitions ranging from owner-operated companies to foreign businesses that acquired North American operations.

Miguel Dominguez has worked at Mirus Bio for over 10 years and oversees various roles within the company including the Technical Support, Distribution and Sales departments. He leads these teams with the goal of prioritizing the customer experience and product support through direct and distribution channels to generate sales. He manages 30 local distributors in EMEA and APAC and is also the channel manager for both Fisher and VWR in the US. 

Gautam Malik is a dynamic, results driven leader with an exception track record of significantly improving operational performance, developing profitable new products, managing multiple high priority international projects, driving change, turning around underperforming areas, developing talent and building high performance teams.

He serves as President and Chief Operating Officer of Gamber-Johnson, a certified “Great Place to Work” and award-winning industry leader in the manufacturing of mobile computer and vehicle mounting systems trusted to be “Rugged, Reliable and Responsive”. Gamber-Johnson(GJ) has expanded and become a multinational company with operation in US, Canada and Europe.

Mr. Malik also serves as President and CEO of GJ’s Canadian subsidiary called PMT based out of Calgary, Canada.

Alexann Reno is a CTPAT Program Manager for Siemens Corporation.  Her experience includes management of import/export operations in North American and LATAM, which has led to the oversight of many global distributor trade relationships.

One of her focus areas is to understand the company’s international supply chain lanes well enough to maintain standardization, while still meeting the needs of each party involved. “Is there a magic template? No, not that I have found. Every relationship is unique. There are, though, proven tactics that will help companies execute strong and compliant international distributor relationships”.

1:00 PM – 1:15 PM Welcome and Opening Remarks
1:15 PM – 2:00 PM Speaker Remarks
2:00 PM – 2:30 PM Q & A Session and Closing Remarks

Cost of Admission: FREE for MITA Members; $20 for Non-Members (registration is required for all participants).

Note:  As a member, please insure your membership is up to date and please use the e-mail associated with your MITA membership when registering for this event.   

The Key-program Sponsor for the December 14 event is


MITA’s events are Co-sponsored by M.E. Dey Import-Export, Trek Bicycle and The Geo Group.



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MITA is a Madison, Wisconsin-based organization with the simple goal to connect and provide global know-how and resources to its members. MITA provides international trade information to the organizations and individuals looking to expand their international reach. From trade agreements to export documentation to economic trends and prevailing world issues, MITA keeps its members “in the know.”

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The Madison International Trade Association (MITA) provides critical resources to EMPOWER Wisconsin manufacturers, organizations and individuals to succeed globally. Our mission is to foster a better understanding of the issues, practices, information, legislation and trends that affect and influence all aspects of global trade.