Looking to grow in the international market but don't know where to start? Have customers contacting you from abroad wanting to partner with your product brand abroad? Have existing international distribution customers who have purchased product once then disappeared?
It is easy to understand the concept of Junk in Junk out, the same is true with selection of partners in international distribution. We are regularly surprised by how many successful companies that we come across that have no official procedure for adding international customers and simply take a "Warm body and Prepayment" as their only criteria because they don't fully understand the opportunity cost of a poor distributor selection.
Often these opportunity costs only rear their head when international distribution makes double digit contributions to sales and you realize your international market has significant pricing, brand marketing and legal issues. Many of these items can start flowing back into companies domestic markets and significantly affect sales, or even worse the companies valuation.
Detailed in the Recruitment Program is the model of success that has been developed in your existing business and adapted for the international market. It is by no means meant to be exhaustive, but it is intended to give your potential distributors a robust understanding of what it means to be a distributor of your company. Furthermore the document contains all of the information your new potential customer will need to put together their own Business plan to justify why they are the right choice for your brand in their market.
One of the most important tools that a potential distributor (domestic or International) can have is a Distribution Recruitment Program. This process helps potential dealers and distributors self-qualify and find the right fit.
The DRP is a central component of the screening and selection process. It plays a critical role in the selection process by helping the recruiters identify potential candidates. The DRP is a great tool to communicate clearly and concisely the information candidates need to formulate an informed decision.
By clearly defining international market expectations, setting their requirements and responsibilities as an distribution partner and what is needed to be successful-Management, Marketing and Money, you can rest assured that your new partner will help contribute to your companies future success vs. contributing to future demise.
This program separates the "junk from the jewels" and when used in conjunction with our other programs such as the Distributor Partnership Program and Educational programs will help set a bright future for your company and its valuation.