Using an External Organisation to
Distribute Your Product
When searching for
European businesses looking for outsourcing opportunities in
China, it can be useful to obtain the services of an
experienced distributor. One of the main criteria for a good
distribution partner is its knowledge of the local market. Be
it regional, national or international, a distribution company
must have a strong affinity with your European target market.
Consequently, the true worth of a distributor lies in its
database of existing and potential clients.
Outsourcing engineering equipment for
China
Let’s say, for example,
that your business is manufacturing engineering equipment, and
you are seeking a European business which is outsourcing
engineering equipment from China. A European distributor may
have a regional, a national or a pan-European market reach.
Each of these levels has its pros and cons. A regional
distributor has less reach than a national or international
player and might, therefore, not have a large enough market
reach for the engineering equipment you offer. On the other
hand, these regional distributors usually have a more refined
knowledge of the local market than their national and
international counterparts, and therefore may be able to find
a European business outsourcing exactly the type of
engineering equipment you can provide.
Consequently, the best
choice is not necessarily to partner with a pan–European
distributor. It could well be more profitable for your
company, to work with a range of distribution partners dotted
all over Europe. It could also be extremely lucrative to focus
solely on the emerging economic regions of Europe and opt for
a distribution company in Central or Eastern
Europe.
A wide range of distributors
There are several
different types of distributors. You could partner with:
- A sales representative
- An agent
- A franchisee
Sales representatives and
agents can offer you a mono-card service, meaning that they
only sell your products, or a multi-card service, meaning that
they also work for other companies. Mono-cards are usually
more dedicated: they prefer closer co-operation with their
partners than multi-cards and are, as a result, easier to
manage.
Each of these distributors
has its own characteristics. They all have good and bad
points; however key factor in finding the right distributor is
whether they match your own business
strategy.
What questions are important when finding
the right distributor?
Finding the right European
distributor is no easy task: it is very hard to spot the
perfect business partner in this fiercely
competitive market. You have quite a few questions to answer
before you can start your search, including:
·
What kind of distributor
do you need?
·
Should you work with an
agent or with a sales representative?
·
Which European regions
are looking for outsourcing opportunities for your particular
product?
·
Is one distributor
enough - or do you need more than one?
·
What guarantees do you
need?
·
How much responsibility
do you want to have for your sales activities?
·
How easily do you want
to be able to cancel the contract?
The answers to these
questions require a detailed knowledge of the market in
general and a refined view of the European distribution
sector. NiHaoOuZhou gives you the requisite insight and
business intelligence to help you in your quest.
We never deliver standard
solutions; we guarantee you the right match by offering your
company a personalized 4-step solution.
- We listen to your story
and your chosen business strategy.
- We rigorously screen
the European distribution market, bearing in mind your
particular requirements.
- We advise and inform
you on the different options available, and on how you are
affected by current and future legislation.
- You can then make a
confident, well-informed decision.
Our services
Our Marketing Services
Thanks to our detailed
knowledge, we can give you a unique insight into the European
market. Our smart Marketing Services include:
- Dedicated
Market Scan, which enables
you to screen the European Market.
- Dedicated
Market Entry, a practical
sales tool that generates tailor-made, market data.
- Dedicated
Market Update, which gives
you an updated view on your current sales activities, which
helps you to choose the right distributor.
- Matchmaking
Services, finding just the
right companies who want to outsource and distribute your
products
Our vast experience and
our extensive network of companies allow us to deliver the
information and the business contacts you’re looking for. With
our highly personalized Matchmaking Services, we guarantee to
match you up with the right distributor.
If you have a product that
you think businesses in Europe will be interested in
outsourcing from China – whether it is engineering equipment,
software, or a range of other products – then find out more
about our services by clicking
here or by contacting us at business@NHOZ.com.
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