The Marketing of Products in the USA by Sales Agents, Distributors or Importers
Commercial agents, Import agents or Sole Agents
To have an Agent or a Distributor in the US market is a realistic marketing strategy for a small or medium business. Import agents are often appointed sole agent for the entire country.
The Points to take into Account
Having an approach to use an Agent or a Distributor approach requires taking great care in the selection of the sales representative. This person will become the ambassador of your company in the country. S/he characterises your company in the USA.
Do not try to use a list of importers as a basis for "cold call" potential agents. It is important to build a personal relationship. Start by contacting the US International Trade Association for advice and recommendations for a specific agent or use specialized websites looking for sales agents in USA.
Elements of Motivation for an Agent
Build a relationship with the person involved by having frequent communication with emails and telephone. Build an exclusivity offer; construct a system indicating qualitative and quantitative indicators of sales efforts.
The commission Structure
5 to 10% for regular business transactions, from 10 to 20% for occasional transactions.