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A classic mode of International Business is selling via the local distributors. This model has been an effective mode of conducting businesses in foreign land without exposing oneself to risks. Though, there are still an exposure of brand dilution or copying of products but when the process of identification is carried out carefully, these risks can also be mitigated.

Some pre requisites for selecting a right partner are:-

Experience of working with MNCs.

Principals Onboard

Product portfolio of the distributor

Market reputation vis-à-vis suppliers, sub-distributors, wholesalers, retailers & end consumers.

Willingness to cooperate & the reasons for cooperation

Financials

Infrastructure facilities

Marketing & branding resources

Terms of agreement

(whether exclusive or not)

Sales commitment

If any

In order to identify the right partner for our clients we have developed an ‘identification & selection model’ which looks beyond the sales figures to investigate whether the partner is equipped with the right set of values, resources & network to justify collaboration with the MNC. We also move a step ahead by looking at the reasons of collaboration which, we believe, are the true fact finding missions.

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