Product marketing in Germany by a commercial agent, distributor or importer
Independent commercial intermediaries
The commercial agent
Independent Sales Professionals are paid on commission. Having a Sales freelancer it does not represent a fixed cost.
The Points to Take into Account
The agents are have often “multi-card”. This means they have couple of different products on their portfolio to propose different products for their clients.
Elements to Motivate an Agent
There is often used profit sharing on sales.
The commission Structure
In general 20% is asked. In Germany the sales agents often request an advance on commission to help establish a new product, even if it is complementary. This advance is used to help starting with new products. This is a common practice, however not an obligation.