APRIL 1991

When you export to foreign countries, translating your product into other languages can be expensive. Roy Kessler gets his distributors to share the burden.

Kessler's $6-million Tempe, Ariz., company, PC Globe, put an atlas onto software. It's a logical product to distribute internationally, but that requires translation of software text and instruction materials.

Distributors who wanted to sell versions of the product in PC Globe's smaller markets -- Dutch, Swedish, and Finnish -- translated the material themselves, saving PC Globe the up-front cost of translation. And PC Globe retains the foreign copyrights, allowing it to add more distributors from those countries later if necessary.