Includes typical use of agents and distributors and how to find a good partner, e.g., whether use of an agent or distributor is legally required.
Last Published: 3/26/2019
Though not required by law, retention of a local agent or distributor may facilitate export to Côte d’Ivoire.  Exporters should note that many established sectors have one or two large distributors, manufacturers, or agents who already supply a large portion of the market, while several smaller agents vie for niche markets.  Exporters should assess the sales potential of all prospective partners in a market sector before deciding which one to choose.  An agent or distributor should possess a thorough understanding of the market and be fluent in both French and English or get the assistance of a professional interpreter.  Both parties should agree on the amount of sales support (if any) to be provided, as well as future expectations.  If the exported product requires servicing, qualified personnel and a reasonable inventory of spare parts must be considered.  Exporters should be aware that agents and distributors commonly represent several product lines, and there are no legal regulations requiring that agreements be exclusive, although a contract can stipulate exclusivity.  The exporter should provide appropriate literature and documentation in French for better communication with potential customers.  European competitors market their geographic proximity as a competitive advantage (e.g. provision of a technician or a part on short notice).

A problem sometimes experienced by U.S. exporters is the failure to clarify terms and conditions for agents and distributors selling U.S. products.  Key factors that should be clearly addressed in written agreements include geographic regions to be covered, type of relationship (distributor or agent), exclusivity, payment terms for products or commissions, currency of payments, actions taken to address currency fluctuations, renewals of the agreement including specific parameters for performance and promotional activity, provisions for termination of the relationship, licensing or protection of intellectual property rights, and provisions for dispute settlement.  The U.S. Commercial Service provides a range of fee-based services (www.buyusa.gov) that can help U.S. companies locate reliable local agents and distributors through an International Partner Search (IPS), which is a customized search for qualified local representatives, agents or distributors.  More assistance can be provided through additional services, including the International Company Profile (ICP), and the Gold Key Service (GKS).  Information regarding these programs is available through the U.S. Commercial Service website as well as by contacting your Export Assistance Center.
 
Prepared by our U.S. Embassies abroad. With its network of 108 offices across the United States and in more than 75 countries, the U.S. Commercial Service of the U.S. Department of Commerce utilizes its global presence and international marketing expertise to help U.S. companies sell their products and services worldwide. Locate the U.S. Commercial Service trade specialist in the U.S. nearest you by visiting http://export.gov/usoffices.


More Information

C te d Ivoire Trade Development and Promotion