For many years, most exporters have relied on local representation to generate business in other countries. Exporters have typically found it invaluable to have a way of achieving a physical presence in each target market, such as a distributor, a commercial agent, a sales representative or franchisee. This is still the way that most exporters work, but in this feature we look at how the growth of e-commerce is making other methods more feasible and Covid-19 may have hastened a process of change.