Commercial agent

An agent represents the supplier and develops opportunities. The supplier normally controls contracting, pricing and fulfilment.

Distributor

A distributor purchases and resells. It may take inventory, provide credit and manage delivery.

Decision factors

Assess transaction value, technical complexity, import requirements, the sales cycle and the importance of direct client relationships.

Exclusivity

Define territory, products, targets, reporting and review rights before granting exclusivity.

A staged approach

Many companies begin with representation, then appoint distribution where stockholding or local fulfilment creates a clear advantage.