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Sales Reps - Asean Sales Representative / Business Representative


Consultdustry can be your local ASEAN sales representative or business development agent, a practical, cost-effective solution, for being your local satellite sales and business representative office.

As a sales representative / business representative, we offer
• local market intelligence (researching & planning),
• local market presence (promoting),
• preparation and limited sales representation (initiating) and
• full sales office and focus on rapid access to (large) accounts (operating).
Within Consultdustry we have divided our sales representative / business representative services in the previously mentioned 4 phase of
• research & plan, promote, initiate and operate.

Consultdustry offers these sales representative / business representative services for the following markets;
• Business to Business (B2B), these are;
- as sales presence, establishing a local branch firm will be too costly, due to often low sales volume but with high prices in this segment of
- public or closed tenders on a project and indirect sales, in which general a pre-qualifications are needed
- private direct sales will be limited mostly to raw material or production goods
- the product line and sales procedures will be
--- direct sales: (production) goods, raw material
--- indirect sales: government procurement, maintenance & repair, operating supplies
--- projects sales: capital goods (investments/CapEx), public-private partnerships, services
• Business to Consumer (B2C), there is;
– development and “sales gap” management, gradually organising a sales local structure, as eventually the principal client – due to the often low margins and high sales volume – wants to establish an own local branch firm or set up a partnership
- the product line and sales procedures will be
---- sales procedure is mostly channels, dealers/distributors network

The advantages of sales representative / business representative are
• direct availability of the service: business representative,
• obtainable for all principal clients (for investors, SME, narrow product line companies to MNC),
• very useful to manage (by the principal client),
• using shared service gives greater market coverage and multiple business connections,
• guidance in the understanding of business culture,
• understanding and advanced market experience and knowledge,
• entrance to new markets and customers/accounts,
• targets and the timeframe can be set – and by doing this the costs and risk are known
• avoiding substantial investments and setup costs (subsidiary is not warranted)
A sales representative / business representative is an ideal model for to gain insight (market, law, administrative and financial requirements) and to conduct marketing, general liaison activities and other non-transactional operations.
Possible disadvantages of a sales representative / business representative;
• not having total control,
• client principal not being realistic about target and sales results,
• a misfit in management style, business development and sales strategy and/or personal empathy,
• ownership of customer and relationships; are they transferable to client principal or get the reps the favour.

Suggestions for a successful in cooperation with a sales representative / business representative
• just necessary time blocking and tackling, be committed and do not lose track,
• set mutually-agreed-upon expectations and goals,
provide adequate support, as increased marketing & sales activities will need the backing of customer service, tender processes and quotations, marketing and technical specifications and customising by engineering,
• often overlooked but define sales training and joint sales calls into the region
• and specify and allocate funds to the 4 sales representative phases of research & plan, promote, initiate and operate

Our usual next step is that we draw up a plan of activities, which includes among others;
• research and plan; select and prioritise
- choosing the right country or region
- check the cost of doing business
- know the people
- get to know the competition
- choose the right partner
- understand the challenges
- know the law
• identify potential points of entry
• define market strategy plan
• find the market gap, define the competitive edge
• define other marketing mix elements
- pricing
- promotion; especially for market entrance this will be the most costs and time consuming;
--- sponsor events
--- get published in media, journals
--- join business associations / employers’ organisation
--- attend meetings of professional groups, conferences, exhibitions etc.
--- invite potential customers to headquarters
--- setting up a periodic
- place, distribution
- product
--- among other things, are adjustments necessary?
• develop, if desired, (local) partnerships
• nevertheless, always be revenue-driven

Costs of hiring Consultdustry sales representative / business representative services are
• generally by a fixed fee, reimbursement of expenses and a commission fee
• if development business in a particular region without existing sales, we prefer a monthly “region development fee”
• if we have to invest our time into a long sales cycle to develop accounts, we would like to have exclusive region rights, and a sales commission at which the level of existing and future sales commissions will depend and based on contribution of OpEx cost and/or the monthly “region development fee”
• enquiry to client principal are without obligations and some pioneering to estimate the success rate is obviously at our expense.

A sales representative or business representative are often incorrectly perceived as a Representative Office or Branch Office there is an overlap, but the last 2 are based on a different business model and have another obligation as the hiring sales representative services as we provide.

In short, there are mostly – depending on the country law(!) – the following difference
• Representative Office
- is a registered company (legal entity by country law, less incentive to regulate as a branch office)
- represents the foreign parent company
- is not allowed to buy or sell products or provide services
- may enter into contracts on behalf of its foreign parent company (but no contracts closure by itself)
- can rent an office and employ local staff (sometimes through local labour agent and or special employment arrangements), but foreign staff may be restricted
- business tax and corporate income tax are mostly chargeable based on the operating costs
- low capital investment, compulsory expenditure over a period of time
• Branch Office
- is a registered company (legal entity by country law)
- performs the same and my acts as a commercial representative office, but has greater power as its
- earns direct income domestically
- can be engaged in service, trading and manufacturing sectors
- required capital will depend on type and size of business
- restrictions on foreign staff and work permits
- ownership restriction may be imposed
For more information, legal assistance and company registration, you are invited to contact us.

Code of Ethics
By following a “Code of Sales Representative / Business Representative” Consultdustry wants to create professional, transparent, effective business partnerships that serve ASEAN markets most cost-effectively.