You are Global Ready NOW! Find that In-Country Sales Agent or Distributor

New Markets are opening for your product. How do you decide to use an in-country sales rep (agent) or distributor?

You did all the work, researched, educated yourself and staff, went to seminars, workshops and more. You worked with the SBDC, US Commercial Service, your State Agency, local economic development and connected with tens of people who all want to see you make it here and sell it anywhere.

Now, how do you connect with the right sales agent? Will they correctly communicate your message or image ? Or will they sell sex, drugs and your product? Pictured is a shop in Israel that sells olive oil and ... Be sure your new sales agent/rep or distributor honors your product. Decide whether you use a distributor or sales agent/rep – better yet what is the difference?

In-Country representation is needed to build your brand.  You may want total control over the message, the distribution, pricing, etc. If you do then a rep is the best choice. A sales representative acts as your salesperson. They represent your company by creating connections with potential buyers and arranging the sale of your products in country. He or She is usually an independent contractor who gets a commission off of the products sales they make.

Working with sales reps (agents), allows you to maintain control over the translations, marketing message and distribution. Many of my clients have chosen this path knowing the translations are maintained by a professional agency whose first concern is the client’s message. The message is consistent with their branding and complies with safety guidelines.

 A distributor will buy your products at wholesale and resell them to their customers in that region or country.  The distributor will maintain an inventory and have ownership of the products they purchased from you. The distributor takes care of all the functions of a business in their country. You keep manufacturing your products; they market them, have an inventory and distribute them. The distributor places orders with you. Your main concern is manufacturing not managing the sales abroad. You have less control with a distributor.

When choosing a distributor, one problem our clients have had is not maintaining a consistent message. If you choose a distributor, ask if you can create the marketing and maintain the translations in house. This will enable you to maintain a consistent brand and information.

Points to consider when talking with a potential sales agent/distributor:

• How fluent are they in your language? 
• Is there a language barrier?
• Do they have clients that are competitors?
• Are their clients in vertical markets?
• How well do they know your industry and product?
• Do they have current clients that you can talk with?
• Are they established?
• What is their reputation?
• Shipping/Logistic concerns?

The next blog will address some avenues you can take to find that sales agent/distributor. 

We can help you with all of your language translations needs! Please visit us at www.allcleartranslations.com or email me directly Linda@allcleartranslations.com