In Europe, we have had success in identifying a single key partner who can provide manufacturing, inventory management, administration of mechanical royalties, coordinated billing and collection and other services to support a customized pan-European network of independent distributors. This strategic alliance offers a fluid and responsive alternative to a bureaucratic multi-national system.
Soliciting interest and obtaining offers outlining deal parameters: Review offers with client and identify areas of negotiation, with specific focus on the following:
- Products- manufactured vs. imports, warehousing, shipping, mechanical administration, product and inventory management, payment terms that ensure individual local partners finance inventory.
- Marketing and Promotion - independent promotion (especially in the UK), approvals of marketing budgets and retail discounts, co-op advertising.
- Margin and other chargebacks.
- Carve-outs to allow pan-European licensing.