There are advantages and disadvantages in using an agent to contract out the sales process when selling in China. In any case, thorough research and on-site visits are necessary before making any decisions.
Watch the video or download the slides to learn more about:
- Agents vs. distributors – advantages and disadvantages;
- How to find an agent/distributor and what to look for;
- Exclusive distribution/agency vs. multi-distributor/agent strategy;
- Pricing, strategy and quality;
- What should be in a contract with an agent/ distributor;
- Managing performance and incentives;
- Resolving disputes;
- Other distribution/penetration types/agreements such as franchising;
- Best practice.
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- Guideline: Exporting Dairy Products to China
- Guideline: Drafting Sales Contract When Exporting to China
- Guideline: How to Find an Agent
You can find the recorded video on Youtube:
This webinar series also includes:
Part 1: Selling Online in China
Part 3: Marketing your Products in China
About the speaker
Mr. Pablo Recio Gracia has been living and working in China since 2005. During this time he has developed a strong knowledge of the Chinese market, in particular relating to import and distribution processes and trade barriers, from both a legal and commercial standpoint. In his previous roles working for public agencies including ICEX (Spanish Institute for Foreign Trade) and Extenda (Trade Promotion Agency of Andalusia), as well as for private companies involved in international trade between Europe and China, Pablo has consulted and advised many European companies engaging in the Chinese market. Pablo grew up in Spain and graduated from the University of Granada from which he holds two master degrees in quality management and business internationalisation. He is currently Director of the Beijing office of Gold Millennium Group – a consulting company with more than 75 employees in Beijing, Shanghai, Guangzhou and Hong Kong.