10.22.07

Do I have the right agent or distributor?

Posted in Agents & Distributors at 11:48 pm by Administrator

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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