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Finding and Managing Sales Agents and Distributors Overseas
| Guest post by: Carol B. Webster |
Article Overview: You’ve adapted your product for the overseas market, and established an appropriate price. Now you just have to find a way to sell your product! Finding the right distribution partner overseas is important. It’s so important to be able to establish a trusting long-term relationship with the person or group who is going to be help you penetrate new market and be your local presence overseas. So what do you look for?
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Finding and Managing Sales Agents and Distributors Overseas
The top three criteria for an overseas partner are:
1) Financial soundness – does your partner have sufficient financial resources to manage your business and expand your reach?
2) Knowledge of your industry and products/services – How long has your distributor or agent been involved in your industry? Are they considered an expert in the field?
3) Reputation – Does your prospective partner have a solid industry reputation? Are they well-connected and well-known among your target customer base?
And of course you need to determine if they truly are interested in your business. There are number of ways to find distribution partners; participating in international trade shows, inquiring with overseas chambers of commerce or state and local governments, perusing trade directories and asking current overseas customers for recommendations are a good way to get started. The U.S. Commercial Service also has an International Partner Search service which can be very helpful in identifying prospective partners; visit their website at http://www.export.gov/salesandmarketing/IPS.asp for more information.
And don’t forget that you have some obligations to fulfill toward your agents and distributors as well! They will be looking for a stable and reliable supplier with quality products, excellent product, technical and marketing support and service, and a company who will treat them as a respected partner.
Once you’ve identified the right partner, negotiate your contract carefully with a lawyer well-versed in international business, and make plans to meet at least twice a year in person with your distributor to review the business and make plans for steady growth.
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