What You Want From A Representative

This checklist is more suggestive than complete. Different products require different questions, especially with regard to technical know-how. The candidate's ability, willingness, and desire to make a success of a new product may outweigh all other criteria.

  1. Reputation with suppliers, banks, and customers.
  2. Overall experience.
  3. Experience with single manufacturer.
  4. Experience with product line similar to exporter's.
  5. Sales organization and quality of sales force.
  6. Lines handled at present and in the past
  7. Sales volume and growth record.
  8. Share of market.
  9. Geographical areas covered, past and present.
  10. Financial strength: D & B type reports,
  11. ICP, bank references
  12. Analysis of his costs.
  13. Physical facilities (size, location, warehouse, etc.)
  14. After-sales servicing facilities.
  15. Knowledge of U.S. business methods, accounting and measurement standards
  16. Knowledge of efficient promotion techniques (advertising, packaging and  point of sale).
  17. Knowledge of English and other languages
  18. Number and type of outlets.
  19. Stocking or purchasing minimum acceptable to distributors.
  20. Reputation among marketing and credit staff of other U.S. principals represented.
  21. A good website - the WWW has become a mainstay of your company appearance and an excellent marketing tool.  Make sure that you get a prominent location on their website.

[ Up ] [ A Good Commission Plan Includes These 4 Elements ] [ Agents, Distributors And Joint Ventures ] [ Checklist For Agent/Distributor Agreements ] [ Common Complaints About U.S. Exporters ] [ Finding Representatives Through The Commercial Service ] [ Firing Distributors ] [ How Americans Negotiate And Why ] [ Improving Foreign Distributor Performance ] [ Know Your Customer Guidance ] [ Lead Sources for Overseas Distributors ] [ Package 39 ] [ Prospective Business Partner Questionnaire ] [ Recruiting Representatives ] [ Sample International Contact Program Report ] [ Sample Prospectus Or Fact Sheet ] [ Sources of Credit Information ] [ The Best Negotiation Strategy Overseas ] [ Warning - Check Out Foreign Reps and Distributors ] [ What A Representative Prospect Wants From You ] [ What An Agent Looks For In A New Line ] [ What You Want From A Representative ]

Date Updated: June 11, 2010



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