Question

Topic: Strategy

Finding International Sales Reps

Posted by marka on 7/5/2012 at 4:30 PM ET 50 Points
What are the best ways to find international sales reps for a consumer electronics brand.. The goal is to get the brand internationally and get to big retailers in other countries.

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RESPONSES

  • Posted by chiron34 on 7/6/2012 at 1:16 AM Accepted
    Marka,

    Most central governments have Departments of Industrial/Business Development that generally are only too pleased to help foreign companies establish in their countries. Alternatively, you could contact local Chambers of Commerce in the major cities where you want to operate. Messrs. Google and Bing will help you locate these organisations. Both types of organisation will refer you to suitable (in their view) business partners.

    Before you talk with potential partners, you need to decide a number of policy issues. For example, are you going to make a financial contribution to the marketing costs? Will you expect the local distributor to foot this bill? If the former, you can charge the distributor a higher per unit price. if the latter, you will have to provide your products at a lower price so that the distributor can easily cover the marketing costs and still make a profit.

    That is a reality if you don't want the venture to end in tears.

    Lastly, make sure that you do an effective due diligence on any potential partners. For success, local distributors must have sound financial resources and a good business reputation.

    An extra lastly, in your negotiations in a country where you haven't had much experience, get a good local lawyer and read the fine print.

    chiron34
  • Posted by marka on 7/6/2012 at 2:15 AM Author
    This is very helpful.. Thank you so much for sharing..
    I was thinking also along the lines of searching LinkedIn, can that be effective?
  • Posted by arnabbanerjee100 on 7/6/2012 at 6:23 AM Member
    marka

    using social networking will also help since many whose who of corporte world has a account in these social networking sites.
  • Posted on 7/8/2012 at 3:20 PM Member
    Consumer electronics is a sophisticated industry with a lot of support mechanisms. Foreign governments are mainly concerned with inbound investment, not helping heir distributors import. LINKED IN won't get you top distribution partners in Europe but it is one way to get started. And a sales rep comes in two flavors: commission-only and fee+commission. You will need one with background in your type of consumer electronics product. Don't pick an audio guy for a video product. You may need more than one in Europe (if you go that route) due to languages and cultures. Most sellers go via distributors and use someone at head office (a channel manager) to control. You should sell in nearly 40 countries if you do it right. You can find European distributors at CES in USA or more at IFA in Berlin. You can also advertise for them as we have CE trade publications in Europe or you can hire a sales rep or firm to do this. Talk to someone who knows this industry as general info won't be enough.
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