What is an international commercial agent?

The Fundamental Role of an International Commercial Agent

An international commercial agent is a professional who is in charge of the relationship that exists with an import and export company, that is, said agent represents a company and charges commissions for the transactions it carries out and that have been previously agreed upon. The General Council of International Commercial Agents is an institution that can perform different functions depending on the country and its specific legal framework. However, in general terms, this council is usually a professional organization that groups and represents international commercial agents in a certain country or region. An import and export company has to have reference people who can and know how to manage its commercial dealings abroad, that is, the international commercial agent is the mediator between the company and the international client. Therefore, in the International transport The figure of a commercial agent is almost essential, since they are responsible for carrying out the necessary procedures to expand the market of the company for which they work. The Ministry of Industry, Commerce and Tourism of Spain plays a crucial role in the development and promotion of international trade. One of the key elements in this area is the figure of the international commercial agent, who facilitates exports and imports, promoting the presence of Spanish products in foreign markets and vice versa.

What advantages does an international commercial agent offer?

• Analyze a company's target market

In order to sell or market a product abroad, as well as a company's services, it is necessary to carry out a study of the country to which you intend to go. In the case of the international commercial agent, he will be in charge of searching and carrying out the market study to find target clients.

• Prepare your “Ideal Profile” of the agent

Before hiring the commercial agent, we must be clear about what profile to have in this regard. That is, at an international level it will be the image of our brand and must meet basic requirements to represent our company. We can focus these decisions on professional factors (training, experience...), personal factors (Availability, age, communication skills...) or demographics.

• Search for possible candidates for a future transaction

Finding clients seems very simple, finding the best ones is much more complex. Therefore, it is advisable to use the data combination method and prepare a list of what requirements we want our product to meet. ideal client and look for those who are most likely to become one of our best clients. This action can be carried out by telephone, social networks, online directories...

• Filter the candidates

Once you have this list of ideal customers, We must rate them according to the values they have given according to our requirements. We can look at aspects such as references, experience...

• Savings on fixed expenses

With an international commercial agent you will only spend on transportation costs, that is, you do not have to maintain a fixed cost since this agent only works for the trips he makes for the company, which represents a saving in fixed expenses.

• Quick entry into the international market

Hiring an international commercial agent provides us with a faster entry into the market of the country we want to target, since they already have contact and know how to move and operate in said country.

• Faster processing

As we have just mentioned, knowing the country in advance saves time and money. The international commercial agent himself will tell us what administrative procedures to start to have everything in order.

Waarover onderhandelen in een contract?

The main elements when negotiating between a company and an international commercial agent are the following:

• Sales target
• Remuneration, That is, the sales commission that can be variable depending on the type of client or fixed.
• Exclusivity: Reciprocal exclusivity is recommended and that the services and/or products and the area to be covered be determined.
• Contract duration
• Early termination: Penalties or conditions must be established if the contract is terminated early.

An agency agreement between an international business agent and a company establishes the terms and conditions under which the agent will represent the company's business interests in a specific foreign market. This type of contract is essential to formalize the business relationship and establish the rights and responsibilities of both parties.

Types of sales agents

There are different types of international commercial agent, depending on the needs or specializations of the company, they can be differentiated as follows:

• Import agent

Its main function is to search for product manufacturers in certain foreign markets to import them to established clients within the company.

• Export export exportacion

In this case they are the opposite of an import agent. They specialize in finding clients in certain foreign markets for manufacturers from their country of origin and thus promoting commercial activity between both countries.

• Agent of import y export agent of importacion and exportacion

They are the known ones brokers Its main mission is to locate foreign suppliers that manufacture products at a lower level than that offered in the market of origin. An international commercial agent can be found click.