One exporter organized
regular handouts by number.
"Package 39" was
developed as a three part
"package" of
documentation to be used to
screen and/or select
prospective trading partners
(Dealers, Distributors,
Commission Representatives,
etc.)
It is used whenever a firm
receives a random inquiry from
overseas; as a handout at
Trade Shows (kept on hand and
handed to prospects), and in
response to any legitimate
lead inquiring as to
representation for a firm.
It is not necessary that a
customized letter be written
every time an inquiry is
received, A "Package
39" will suffice and is
totally acceptable in
international business.
Many times firms will
receive an inquiry as to the
possibility of a dealership or
representation and will
respond by asking the inquirer
to provide further information
and references, usually not
asking for specific
information (typically asking
that the other party supply a
bank and two or three credit
reference). THIS IS NOT
SUFFICIENT IN INTERNATIONAL
BUSINESS TO MAKE AN INFORMED
DECISION.
The "PACKAGE 39"
consists of three parts:
1. A one sheet
"prospectus" or
"fact" sheet, that
in tenth grade English says
three things:
A. Who you are
B. What you do
C. What you are looking
for
2. The firm's literature or
catalog depicting and
describing the product (or
service) offered. Price
information (price lists) may
or may not be appropriate. For
example, if it is a large
custom system, then a price
list is not appropriate.
3. A questionnaire. In
detail, (see sample) it asks
for the in-depth information
that you are entitled to, and
which you must have to make an
informed decision. (Remember
that often times you may find
resistance to completing
forms, so you may need to
persist to get this
questionnaire filled out
completely--including asking
for and receiving an attached
financial report).
The "Package 39"
can be put into an envelope
and kept on the shelf, ready
to drop in the mail without
the necessity of a customized
letter.
If the
"Prospectus" or
"Fact Sheet" is
carefully done, the
prospective representative
will receive all the
information he needs, and be
ready to further pursue a
working relationship with your
company, or look elsewhere.
Hint: Make your
website work for you.
Once you've completed your
"Package 39", post
it to your website with a
prominent link on your
homepage indicating that your
seeking reps or distributors.
