06 · INTERNATIONAL · 10 WEEKS
Dealer Network · International
For industrial exporters building a dealer or distributor network abroad.
The right distributor abroad, on the right terms
In exporting, finding the right distributor is half the job; the other half is setting the right terms with them. A distributor given exclusivity without targets can lock up a country for years. If price gaps between countries are not managed, parallel trade begins.
In the Dealer Network · International package we choose the target country and dealer model (exclusive distributor or multiple dealers) together. I set the commercial terms of the international agreement: Incoterms, currency, payment and guarantees, exclusivity and targets. I design country-level pricing and protection against parallel trade.
I prepare the minimum order, spare parts and stock structure, remote and on-site dealer training and an English sales and technical kit. I have sold in the field in Turkey, the UAE, Saudi Arabia, the Middle East and Africa, and I bring that experience straight into your system.
Scope and deliverables
Deliverables
- Target country and dealer model: an exclusive distributor or several dealers
- Commercial terms of international agreements: Incoterms, currency, payment and security, exclusivity, targets
- Country-level pricing and protection against parallel sales
- Minimum order, spare parts and stock structure
- Remote and on-site dealer training, with an English sales and technical kit
- A dealer performance scorecard
Not included: The legal text of the agreement, which your lawyer drafts.
Suits: Exporters already selling in, or talking to distributors in, at least one target country.
Not a fit: Companies whose export product and target market are not yet defined.
- Payment: 50% on order confirmation, 50% on delivery
- Fees for engagements longer than three months are indexed to Turkish CPI
- Proposals are valid for 30 days
- I never advise two competing companies on the same project or tender
- For dealer agreements, I set the commercial terms and your lawyer drafts the legal text
Frequently asked questions
Exclusive distributor or multiple dealers?
It depends on market size, the product's service needs and the distributor's ability to invest. For products that need service and stock investment an exclusive distributor often works better, but exclusivity must be tied to targets. We decide country by country.
How do you prevent parallel trade?
A price corridor by country, a rule against out-of-territory sales and sanctions in the agreement. If the price gap is wide enough to make parallel trade profitable, no clause works on its own, which is why I set pricing and contract terms together.
Do you write the distributor agreement?
I set the commercial terms: Incoterms, payment, guarantees, exclusivity, targets and termination conditions. Your lawyer writes the legal text.
Is this a fit if we do not export yet?
The package is for exporting manufacturers with sales or distributor talks in at least one target country. If the export product and target market are not yet clear, that needs to be settled first.
Is it a fit? 20 minutes will tell.
In the introductory call I listen to your company and your needs. No data, no analysis. If it makes sense, you get my fixed-fee proposal within 48 hours.