10.22.07
Do I have the right agent or distributor?
Unless you are selling direct (including direct Internet marketing), you will need someone to represent your product or service. This has to be a person you can trust will act aggressively in youR interests. Here are some points to consider:
- Use your networks (colleagues, bankers, lawyers, etc.) to give you names to consider. For US exporters, you can also use the US Commercial Service (www.export.gov) — they have great on-the ground contacts with no axes to grind.
- Interview them – Find out:
- Experience
- Connections to the appropriate customers (and government agencies if that applies)
- Other products/companies represented – especially competitors
- Do your “due diligence” on the companies – Internet, credit checks, your contacts and references provided.
- Keep in regular contact and give them incentives to act in your interests.
Also remember that in the the European Union, agents have many of the same rights as regular employees so firing them may be expensive.
What are your tips?
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Rashi said,
February 25, 2008 at 8:23 pm
Good post with good information. It is critical to know who you are dealing with. It doesn’t take much to spend the time to review your contacts. I also like http://inportexport.konnects.com because I can contact people who know people that I know. Very helpful if I don’t want to take up my colleagues time asking for referrals. If my colleagues trust somebody with their business then I do too.
Keep up the good blogging.
manoharan.k said,
December 26, 2008 at 11:50 am
Selecting a right agent or distributor.
Selection process is always longer and more tedious than we had expected.
We have to selecte an agent or distributor who has or give us access to the buyers ,or to the distribution channels,wher our customer usually buy.
start with drawing up a list of criteria we want our future agent o distributor to meet;
-agent or distributor should be well-established,reputable and trustworthy.
-agent or distributor sshould be medium-sized ,financially healthy,and well-managed.
-agent or distributor should have atleast five years experience in the sector.
-agent or distributor should employe atleast one professional who has experience in our product.