A company plans to export products through an agency company and is confused about who pays taxes in agency exports, what tax types are involved, and the tax payment process. The best answer states that the principal generally pays taxes as they are the actual owner of the goods, and the taxes involved include VAT and customs duties. The VAT treatment differs for manufacturing enterprises and foreign trade enterprises. The principal needs to declare to the tax authorities and provide relevant documents for tax refunds or exemptions, while the agent assists in preparing the documents.
How to start discussions for agency with European product importers?
Resolved
I want to discuss agency cooperation with a European product importer, but I have no prior experience and don't know where to start. For example, how do I understand the product's market potential, how do I determine agency terms that are beneficial to me, what negotiation skills should I pay attention to, and how can I achieve cooperation? I hope experienced friends can offer me some guidance.
Trade Expert Insights Answers
First, thoroughly understand the European product. Conduct detailed research on the demand for the product in the domestic market, utilizing market research agency reports, industry forums, and other channels to assess its market potential.
Second, before negotiations, clearly define your own advantages, such as sales channels and market promotion capabilities, to demonstrate the value of cooperation to the other party.
Regarding agency terms, focus on discussing the regional scope, agency duration, product pricing, and return/exchange policies. Try to secure a larger region, set a reasonable duration, ensure competitive pricing, and clarify the return and exchange policies.
In terms of negotiation skills, maintain a professional and sincere attitude, listen carefully to the other party's demands, and express your own views reasonably. When encountering disagreements, do not rush to refute; instead, try to find win-win solutions. Additionally, prepare multiple cooperation proposals to increase negotiation flexibility and improve the success rate of reaching an agreement.
First, request product information from the other party, including product features, advantages, and use cases. This will give you a solid understanding and enable you to better articulate your agency strategy during negotiations. Also, inquire about their previous agency collaborations and their business models.
Financial aspects must be discussed thoroughly, such as the initial order quantity and payment methods. Try to negotiate more flexible payment terms to reduce your financial pressure. Additionally, discuss advertising and promotional support, ensuring the other party provides certain promotional resources.
Pay attention to the product's after-sales issues. Clarify which after-sales services you will be responsible for within the agency region and what kind of technical support the other party can provide to avoid future problems.
During discussions, emphasize your familiarity with the local market and your relevant past sales experience to convince the other party that you can effectively manage the product agency.
Before negotiations, gather more information on competitors' similar products. This will make your arguments more persuasive when discussing product advantages and market positioning.
Don't forget to discuss market protection policies to ensure there are no other agents of the same brand engaging in unfair competition within your agency region.
You can propose ideas for joint market development, such as both parties investing resources together for promotion, to increase the attractiveness of the cooperation.
There should be an agreement regarding product updates and iterations, ensuring timely access to new product agencies to maintain market competitiveness.