Commercial representation

Prospecting, presentation and order follow-through in the territory, under a written representation agreement.

What it is

Commercial representation means acting as the commercial arm of a manufacturer in a territory where it has no structure of its own. The representative prospects, presents, negotiates and follows the order, and is paid on results rather than on a fixed retainer.

What is included

Territory and opportunity assessment
Written representation agreement
Active prospecting and customer visits
Order placement and follow-up
Periodic reporting on market response

How it works

Territory and portfolio review

We map the territory, the existing customer base and where the represented line realistically fits without cannibalising it.

Representation agreement

We set commission, exclusivity, territory and duration in a written contract before any prospecting starts.

Prospecting and presentation

We build the customer list, present the line and handle technical and commercial objections in person.

Order follow-through

We follow the order from purchase through delivery and keep the manufacturer informed on what the market is actually saying.

Frequent questions

How is a representative paid?

By commission on orders actually placed and paid within the territory, at a percentage set in the representation agreement.

Does representation mean exclusivity?

Only if the contract says so. Exclusivity is negotiated by territory, by product line, or both, and carries performance targets in return.

Do you hold stock of what you represent?

Not usually. Representation is commercial rather than a resale operation, though some arrangements include a consignment stock for immediate delivery.

Next step. Send us the details of your case and we will reply with the information needed to move forward. Write to [email protected] or call +55 (11) 2305-5475.

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