the raw materials used by the company were obtainable in ample supply from a number of competitive marketing arrangements presented on problems. sales to machinery manufacturers were made directly by a staff of skilled sales engineers. the auden company, a large firm in a related field, was an important foreign distribution channel under a nonexclusive distributor arrangement. about 15% co FVC's sales came from auden foreign sales through auden and directly through FVC's own staff accounted for 30% of sales. half the foreign sales originated in emerging economies, mainly brazil, korea, and mexico. the other half originated in the united kingdom, italy, and germany.