Starting with Export: how to find the right export partner?
By Anika in Export on 19. Aug, 2013No Comments
Now you know how to set up an export plan and to which market you want to sell your products or services. Let’s take a look at how you can find the right partner.
It is a fact that many companies have problems in finding a reliable local partner. Finding the right distributor also depends on the products or services that you are going to sell. If you start with only a few products it might be less risky to find a distributor. The distributor knows the market and the competition. This also depends on the market size. For example if you want to export to Brazil, the Caribbean or the United States, you might need more distributors to sell your products.
Knowing the ins and outs of your company is essential to find your partner. You need to take a good look at you own company. Which (after sale) services do you provide? What is your service level? Your reputation and knowledge of the products and sectors are a crucial factor. If you expect your distributor or partner to provide the same service and knowledge as your own company, you can use this factor to select a distributor.
First of all, you need to think about what the distributor expects from you. Why should a distributor choose you above the (local) competition? Here you can think about warranty, technical services, exclusivity, sales targets, delivery time, profit margins, etc. Before you start you need to be sure that you both meet each other’s expectations.
We recommend visiting the country a few times before you select a distributor. Trade missions, trade shows and expo’s are not only a great opportunities for making contacts (networking) with potential distributors but also to get to know your competition.
If you are ready to start searching for partners or distributors you can contact the relevant Chamber of Commerce or the embassies. They are able to help you find the right contacts or maybe make a match.
In Aruba, the Chamber of Commerce can help you with contact information. They can provide contact information for local distributors as well as foreign companies that have participated in trade missions and have showed interested in doing business with Aruba.
When you are ready to start exporting, please visit our office or make an appointment with one of our account executives via firstname.lastname@example.org). We can guide you in setting up your export business and explain about the benefits of using Aruba as a gateway.
If you have any question or comments don’t hesitate to contact us or leave your comment below.