Wednesday, October 17, 2012

Appointed an International Distributor? Zero Sales?

Have you appointed an international distributor and he or she doesn’t sell? It goes like this:  You wait three, six or possibly nine months with zero new business before you scratch your head and ask yourself, “Why haven’t I terminated this person for lack of performance?”

In the case of international sales or distributor agreements, it becomes even more complex when a party -- whether an individual or company -- does not perform to expectations because it takes a longer time to prequalify a new candidate.  The geographic locale alone makes it doubly hard to monitor progress and determine whether the sales arrangement is working or not.

The following article outlines steps to take before setting up an international sales or distributorship agreement, which will protect you should something run afoul.

What to Do When an Overseas Sales Agent, Distributor or Wholesaler Doesn't Perform?
by Laurel Delaney

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