Strategic Channel Partnerships in Complex Markets
03/09/24 12:34
The nexus of global trade is centered on partnerships, ranging from manufacturer representatives to value-added distributor networks and eventually to subsidiary office staff. Your brand's local presence hinges on local partnerships, who can advance your company … or, in some cases, cause irreparable harm to brand reputation. The question is not IF you should utilize local partnerships but HOW.
First, audit the needs of your product line and the internal workings of your company. Does your internal administrative staff deal satisfactorily with international customers directly? Has your finance office mastered multinational transactions and your logistics team the details of shipping internationally? Then, define the depth to which a local partner must act in your stead and begin the partner search process. Here is where you should seek the guidance of experts in global channel strategies, whose knowledge and experience will be invaluable in this process.
A branch in your decision-making tree begins here, a crucial point that will shape your company's future. It will result in your company negotiating a simple-form manufacturer representative agreement, or a more comprehensive value-added distribution partnership. From simple to complex, operating margins and pricing models must fluctuate to lock in target profits, and your active involvement in this process is key.
Read more about how Channel Architect accelerates international business growth for small- and medium-sized exporters worldwide.
First, audit the needs of your product line and the internal workings of your company. Does your internal administrative staff deal satisfactorily with international customers directly? Has your finance office mastered multinational transactions and your logistics team the details of shipping internationally? Then, define the depth to which a local partner must act in your stead and begin the partner search process. Here is where you should seek the guidance of experts in global channel strategies, whose knowledge and experience will be invaluable in this process.
A branch in your decision-making tree begins here, a crucial point that will shape your company's future. It will result in your company negotiating a simple-form manufacturer representative agreement, or a more comprehensive value-added distribution partnership. From simple to complex, operating margins and pricing models must fluctuate to lock in target profits, and your active involvement in this process is key.
Read more about how Channel Architect accelerates international business growth for small- and medium-sized exporters worldwide.