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the continued ability
to deliver.
If you are importing goods, you'll need to find U.S. distributors
that can handle the quantity of goods at a high enough price for you
to profit by. A single retail outlet or two is not enough to make
your time worthwhile. Look into how buyers work and m ake contacts
in the larger retail chains if you have retail merchandise.
GETTING THE GOODS
There are hundreds of American manufacturers with limited
distribution looking for an overseas market. Exporting their goods
is the place to start your business.
You have many selling qualities for convincing the manufacturers to
engage you as the sole export agent. You have foreign contacts and
know the demand for specific goods. You will handle the sale, the
paperwork, the money, all shipping, customs, and fore ign
distribution.
The manufacturers in return provide quotations, and you put your
fees on top of that - you cost them nothing.
The manufacturers have everything to gain - an increase in sales, a
broader market, and more profit. And you have everything to gain -
establishing your business, an a commission on the cost of the
goods. That is the basis of a firm business connection a nd a
mutually profitable arrangement.
Contact local manufacturers first and then move into larger
territories. You can make these contacts by phone, in person, or by
personal introduction from contacts you may already have. Or, you
can advertise in business publications and newspapers.
Before you do get into a legal agreement, be sure to check the
reputation of the company. How long has it been in business? Where
are the products distributed domestically? What is the solvency and
reliability of the company and its goods? When you make your sale,
you'll want to be able to deliver.
MAKING AN AGREEMENT
Once you have agreed to represent the manufacturer as the export
agent, you need to have a written and signed contract to bind this
agreement. Your attorney should be the one to draw up this contract
- later you can just use the same one, substituting na mes of other
manufacturers.
Basically, the contract is between the manufacturer and you as the
export representative. You are granted exclusive rights to
distribute goods to all countries except those they already
distribute in.
The manufacturer will pay you the specific commission quoted to the
distributors on top of the price of goods. The company will also
provide catalogs and samples for your use in distribution.
You, the export representative, in turn will promise to do
everything possible to make contacts and distribute the
manufacturer's goods in foreign territories.
The terms of the contract should then be stated: how many years the
contract will be signed for, the terms of cancellation by either
party voluntarily or because of no sales action over a certain
period of time.
THE SALE
You've made your contacts with foreign distributors who will buy
the merchandise. You have a signed contract with an American
manufacturer that will deliver the goods. Perhaps one of the
distributors now asks for a firm quotation on the price of a cert
ain amount of goods.
You go to the manufacturer and get a price quotation on the
quantity of goods. It should be valid for a certain stated period.
The manufacturer may agree to deliver the goods to the ship,
handling the freight to
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