Expert: Jim Gawley - 6/1/2006

Question
Dear Mr. Gawley,

I'm not sure if you can help me out here, but let's give it a shot, here's my question.
I am a fledgling import/export agent working from home and have just been offered an import agency on a commission basis by a large foreign Frozen Foods Manufacturerer. My problem is that they have requested my company profile before commiting to an agency agreement with my company  but I'm not sure what information to give them as it's early days yet and so far so I can't impress them with claims to having large customer accounts at this stage. But on the other hand I don't want to blow it by underselling my company either, as I know I can handle the deal.

I would appreciate any suggestions to help me with my dilema.

Best regards,
Niall.  

Answer
Dear Niall,
The company is going to be very concerned about your ability to get their product into the country without delay. So they are going to want to know that you are familiar with FDA and Customs regulations. It would be disasterous for the company to have their frozen shipment held up due to improper paperwork.

Additionally, you would want to outline your ability to sell your product to U.S. buyers. Without a track record I don't know how you can prove your ability other than let them know you are famliar with the industry, trade shows, associations, etc.

Regards,
Jim