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Finding an Agent in China

Selling & Distribution

To improve the chances of overseas success, you need to consider a few key issues. Sales presence, for instance, should be a top priority. Will you sell directly? Will you trade over the internet? Perhaps trade shows are more suitable? Could you benefit from a local partner who knows the market? Here are a few fundamental choices:

• Get yourself a distributor who can sell on a local or national level

• Sales agents can either sell a product for you, or alternatively acquaint you with potential clients or customers

• Joint ventures with local companies have gained in popularity, primarily because of their knowledge and established presence in the market. It is often a pricey option, however

• Of course, you can also set up your own office, ensuring maximum control on all operations. This is obviously the most expensive of all your options

A few things to remember. Firstly, when drawing up any contracts with agents or distributors, it is imperative to unequivocally define obligations such as delivery and payment

Next, your intellectual property (IP) may be jeopardised if it is not declared in each foreign country. This can often be a laborious process, so be prepared. Remember that patents are generally recognised only in their country of origin.

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