Page 74 - Bord Bia
P. 74
CONTENTS
STAGE 1
e) Route to Market
Continued
Key criteria in determining the right Be conident:
partner for your business Be clear on your company’s strengths.
Remember it is a partnership, so while you
The selection of your distribution partner is a need a good distributor, the distributor also
critical decision for the future success of your needs a good supplier and brand to sell.
business. You should take as much advice as
possible from industry sources and people Deciding on your distributor:
with direct experience in this key activity. It may be necessary for you to prioritise in
order to make a choice on who can provide
You should consider taking professional & the best service for your business, even if they
legal advice in the context of any contractual are lacking in certain areas. Often, there will
agreements, especially in overseas markets be very little diference between distributors
such as the US where regulations are quite and your decision will come down to ‘best
varied and at times complex. it’ for both parties and your view of their
commitment to you and your business.
Armed with this information, you need to
make the decision to select the distributor The Contract:
that works best for your business and brand. A This document will form the foundation of
helpful approach to this decision is as follows: your relationship and should incorporate
all the elements required to successfully
Compare and contrast: drive your business forward. It should also
You need to compare the qualities of all be a clear agreement between both parties
prospective distribution companies. Draw up detailing the responsibilities and duties that
a distributor comparison list that outlines the each party must carry out to succeed. Regular
key qualities of each operator. reviews with your distributor partner will be
key to this governance an ultimate success of
the arrangement.
74
