Why
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.
