Una de las principales preguntas que nos hacemos a la hora de comenzar nuestra actividad de negocio en el exterior es si debemos buscar un distribuidor o un agente. ¿Cuál es la diferencia entre unos y otros? ¿ Cual debería de ser la comisión de un agente? ¿Y la del distribuidor?
En el siguiente articulo, Anton Dell, nos explica claramente cuales son las diferencias entre distribuidores y agentes, y las características que conlleva trabajar con cada uno de ellos.
One of the main questions we get asked is – should I look for a distributor or should I look for an agent? What’s the difference? With agents, or reps as they are known in America, you send them a collection, they take orders from shops and stores; the orders are sent to you; you deliver the order directly to the shops and stores; you collect the payments from them; and you pay the agent commission. In other words, you have full control of the selling of your collection. And if for any reason you don’t want to sell to any particular store, it’s up to you. Most agents these days work on 12.5 – 15 % commission. Sometimes higher.
With a distributor, you will send him the collection, he will expect 25%+ discount on the wholesale price; the distributor will take orders from shops and stores; at the end of the selling period he will send you 1 block order which you will deliver to him. He will be responsible for distribution and collecting the payments from the shops and stores. You will not have the same control as with an agent and this may be seen as a negative by some companies.
We recommend to all of our clients that they keep an open mind when choosing their potential partner. Meet both agents and distributors and choose the person you most want to work with.
Fuente: Anton Dell