You see opportunities for your business in the U.S. market and want to strategically and optimally capitalize on them. Perhaps you need an export manager in the USA but can't bring one on board immediately. Ideally, you're looking for someone who can handle Human Resources and Recruitment for you.
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As part of your export plan, consider who will represent your company in the USA. Who will be the one to literally walk through the customer's door? Will you opt for export managers, a distributor, an agent, or local employees? Van Holland Group assists you with Human Resources (HR) and recruitment by providing local people who understand the market.
Agents and international representatives identify customers in a particular market with the aim of closing deals in the name and on behalf of their principal. Sales agents usually work independently and on a commission basis, often representing one or more clients.
The Partner Model
Increasingly, companies are opting for partners. Just as labor market flexibility and lease financing have become standard, the export partner model is emerging as the new way to start an export branch. This approach also helps avoid the high costs associated with hiring an export manager.
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The traditional sales agent in the U.S. enters into agreements on behalf of the principal. They do not perform logistical or payment functions, offering the advantage of enabling you to deliver and invoice the customer directly. Moreover, this setup requires little upfront investment. In America, a sales agent is also referred to as a "sales representative" or "manufacturer's representative."
A distributor in America often possesses an extensive logistical network. Customers have a single point of contact and a single billing address, allowing you to leverage the existing customer network. Unlike an agent, a distributor purchases products from the principal and sells them to the customer at their own expense and risk.
In the U.S., a distributor is often referred to as a "dealer" or "re-seller." A common drawback is that the distributor may not be strongly motivated to work exclusively for you, which can result in a lack of influence over the sales process. Additionally, the profit margin is often under constant pressure.
As a European entrepreneur, you must be cautious that your distribution agreement does not exhibit the characteristics of a franchise. Franchise law is extremely complex in the U.S. (at both the state and federal levels), and if franchising is not the aim, you must ensure that no defining features of a franchise seep into the distribution relationship.
Of course, you can choose to hire someone directly. With remote work, online tools, and near sourcing becoming more common within companies, this is certainly an option. Effective management of someone working in the U.S. time zone is essential.
The biggest challenge with an international sales manager or specialized export manager is the cost. Flying back and forth multiple times a month is not the best solution, and obtaining visas is often difficult.
Increasingly, entrepreneurs looking to export to the U.S. are opting for a partner model. Based on a comprehensive business partner scan and an ideal partner profile, collaborations are formed that extend beyond traditional models.
You’ll find Europeans all over the world, and we often speak multiple languages. However, the best way to conduct business in America is to employ individuals who are native speakers and writers of American English. Someone to proofread your website content and ensure the correct idioms are used. Someone who truly understands and speaks the language of your potential customers.
Selling in the USA differs in several ways from selling in Europe. The American sales culture often favors a direct and assertive approach, with salespeople frequently using persuasive language and enthusiasm.
Selling in the USA differs from sales in Europe. Feel free to visit our Van Holland Sales website for more information on how we can provide you with a professional American Sales Team.
For overseas activities, staffing is essential. Naturally, as a company cannot function without its employees, good personnel form the foundation of successful business operations both domestically and internationally. The question is how to find suitable individuals in America, which is not a simple task. The significant personnel shortages further hinder finding people who can work for or with you. A specialist in this area can be a solution.
Our expertise in finding personnel in the United States helps companies equip their international operations with skilled individuals.
There are three ways to staff overseas::
In Europe, such a person is often referred to as a specialist, freelancer, or interim professional. They provide services according to an agreement, which could be a written contract or a verbal agreement. When a company engages an independent contractor, it relinquishes some control over the process. These contractors often have the freedom to decide how they will approach their work and what specific tasks they will perform. The company hiring the specialist typically can only influence the achieved results. Compensation is usually structured either hourly or project-based, and occasionally a bonus is offered as a reward for successful outcomes.
The second option is utilizing temporary workers. The definition varies by company, so it's advisable to clearly understand (and document) what you expect from a temporary worker. There are several types of flexible work arrangements. At Van Holland Group, we typically seek out temporary staffing agency employees. These workers are contracted by a staffing agency, which acts as their base. They perform tasks for various companies while technically employed by the staffing agencies. As a company, you can hire temporary workers to carry out activities in America.
The third option is employing your own staff in the U.S. Recruitment can be handled by the Van Holland Group team, after which the suitable individuals will be under contract with your company. This is the traditional method: you find good employees and offer them a contract. It is up to you and your company to assign them roles in the United States to carry out the necessary tasks!
In Europe, payroll administration can often be a time-consuming and complex task. While you can certainly handle everything yourself, fully outsourcing it is also an option. Payroll services are, of course, available in America as well. Partnering with accredited payroll providers, we can manage your HR administration in the U.S. and assist with:
We’d be happy to discuss the options with you! We’re eager to leverage our expertise to provide personalized advice. Feel free to get in touch with us via phone or email. Additionally, scheduling a video meeting is always an option. We’re always ready for a conversation or to offer advice!
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While it's not exactly the same, an INC is somewhat similar to a BV or GMBH.
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The Van Holland Group supports you with strategic planning, clear goals, and milestones for entering the U.S. market. Discover our straightforward approach. All prices are transparent and listed online. As an entrepreneur, you want to know exactly what to expect from the start
