Exporting to the United States – A Team Canada Inc Publication

3.8 Working with your intermediary

No matter whether you use a distributor, trading house or manufacturer's representative, the usual principles of good business relationships apply. In the case of a representative, you'll get the best service if you also pay attention to:

• providing suitable product literature, case studies, application information and promotion;
• giving speedy attention to the representative's questions and requests;
• supplying accurate information about company policies, competitive factors and product development; and
• paying commissions promptly and at competitive levels for your industry.