A Shrinking World Is an Opportunity to Expand the Rep’s Line Card — Part 2
By Sid RagonaThis is a two-part editorial solely focused on the subject of representing principals from overseas.
In Part 1 of this editorial, we covered some of the soft skills associated with working with overseas companies such as holiday schedules, language and U.S. geography. In this month’s editorial, we cover some of the “harder skills” that the rep must take into account. I have narrowed this down to my top three. These include contracts, shipping terms, and harmonized tariff codes.
1. Contracts/Agreements
At the best of times, contract negotiations can be tedious, time-consuming and potentially expensive if the contract has to go … Read the rest