Situation
This client had good global representation via distributors but had never penetrated the China market - the client’s competitors already had a presence in China. As a result of market intelligence which indicated a strong China market opportunity, the client urgently needed to start from scratch in signing a distributor who could provide coverage across the entire country The requirement was to install a china distributor
Client Requirement
Select and sign a profitable China distributor. Understand the drivers to identify a suitable distributor. Identify potential candidates, research their capabilities and select a final candidate. Develop an agreement profile and negotiate the contract based on good commercial practices and annual volume basis
Solution Provided
Researched the China trade route and methods of payment. Identified two potential fast start distributors. Selected the final candidate, negotiated a commercial arrangement based on a bespoke contract format and signed a business agreement. Recommended and signed a Chinese employee as a client representative to be located in China to manage the local distributor. Launched the new business arrangement - now the most profitable market for this client on a world-wide basis.
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