Channel Partner Program

Do you know a company interested to test commercial agents markets in North America?
Are you interested to join other members to share networks fixed costs?

This article presents the broad line of Industrial Affiliates Partner/Reseller program.

This opportunity is open to any consultant or business group who knows one company interested to test the markets in North America.

Goals
Industrial Affiliates' Partnership/Reseller Program helps organizations to develop new commercial services to their client base while reducing their costs during the implementation.

Our goals are to :

• Help recruit and manage referring agents for companies interested to Export in North America;
• Provide network statistics and candidates data to our partners and its clients;
• Gradually build a client base so our channel partners reach the break even point to have their own Talent Management System and its own database of candidates interested to become agents ;
• Increase reporting services.

Commissions or margins for channel Partners
Commissions or margins are very interesting for channel partners during the incubation process; between 23% and 35%. For example, 10 companies engaging in a market test and continuing with an annual plan could generate commissions or margins of 36 400$.
This program is ideal for:

• Export Consulting firms;
• R&D Consulting firms;
• Export Commissioners;
• Industrial Commissioners ;
• Industrial Park associations;
• Chapters of Import/Export Associations ;
• City Convention Centers;
• Business groups;
• Wholesalers ;
• Industry Associations;
• Chambers of Commerce.

Objectives with export companies
Our objectives are typically to :

• Help each company recruit 50 referring agents in 50 cities in North America. These referring agents are typically selected because companies believe they have access to 2 opportunities of requests for proposals;
• Contact 100, 200 or 1000 profiled candidates. From these profiled candidates we typically receive 25% of interest and 5% of recruited agents

Requirements for export companies

• An attractive offer for profiled candidates;
• Products with competitive edge;
• Define the profiles of candidates in vertical markets
  

Services provided to export companies

• Contact profiled candidates (20 to 40 candidates per week);
• Receive interest from an estimated 25% of contacts;
• Filter 5% candidates who have the most promising opportunities of requests for proposals for each company;
• Follow up with candidates interested but that have not been categorized in priority;
• Reports to Partners and companies;

Candidates contacted

Candidates interested

Referring agents recruited

• Follow up with referring agents

Benefits of the marketing approach
Our program is efficient because:

• It costs less to use an agents than a distributor;
• The program is entirely compatible with distributors and external sales force;
• Fixed marketing costs are shared between several companies;
• Affiliates develop a local presence creating long term loyalty and they will send market feed backs to manufacturers;
• Direct costs of the initial engagement are often covered at the first sale;
• ORP sent by external sales agents save cold calls time for salary paid technical sales persons ;
• External sales agents are only paid on qualifying or sales performance;
• External sales agents are engaging themselves with ther company because they

Think they can make money generating opportunities for the company;

Hold a tacit knowledge of the local market that does not have salary paid
technical sales force;

• Companies engage with each external sales agents because they are convinced

• 
  

  They have the knowledge and expertise required to explain the products to
  their contacts;

  
  
  
  

  Their contacts are in a decision position to request proposals;

  
  
  

  
  
• Helps to prepare and complete commercial missions and trade shows.
  

About Industrial Affiliates
Industrial Affiliates develops external sales agents networks on export markets, manage the and reports sales process to suppliers, external sales agents and other stakeholders. New opportunities are raised efficiently through external sales agents profiles in each targeted market defined by each exporter.
Opportunities of requests for proposals are sent to supplier and its channel partner who take care of customer relationships from beginning to end. Exporters receives opportunities of requests fr proposals they could hardly get otherwise. External sales agents are only paid when qualifying or sales actions are completed.
Developing an external sales force is an efficient way to overcome obstacles often found to introduce new products on export markets:

• Obstacle of distributors who do not want to take over the inventory costs or the costs to acquire knowledge and expertise
• Low efficiency of cold calls on new markets;
• Low return on investment of trade shows.

The costs of this marketing program are often recovered during the first sales. These value added services

• Recruit highly specialized commissioned paid sales force referring opportunities of requests for proposals (ORP);
• Systematically manage large numbers of external sales agents and ORP;
• Systematically develop long term business relationships bringing measurable results because they are managed under network user licenses with Industrial Affiliates and legal contracts between exporters and external sales agents;

Sends ORP directly to technical sales representatives or channel partners.
These services can be applied as well to sell products than to commercialize intellectual property in North America, in Europe or elsewhere in the world.