How to become a solo distributor?

Question

I have been negotiating with this company in Europe which makes beautiful kids' items. She, the director, liked our marketing plan, including our wish to become her solo distributor in our country. Well, she told us we could start to import her products as a stockist. We have been working so hard to show her how good we will sell her products to retaillers here. Now that almost everything is ready and we can finally place our first order from her, she tells us there's another company who's also interested in importing her products.

We knew that there would be competion over becoming a solo distributor before we are able to show her how well we can sell to retaillers. But we didn't know nor think there's another company already.

We are very new in our business and have no experience just yet like everybody has their first time on anything.

What would be my best move to make here? How can I win a solo distributor
agreement over an experienced company?

Answer 1

I know that YOU want to be their sole distributor. However, it may be in their best interest to have more than one. It's especially true now because you are new and unproven.

I see only two options.

1. See if you can negotiate a sole distributorship in your region of the country.

2. Provide extra service or reduced costs for the manufacturer. In other words, sweeten the deal. They may have mentioned a fictitious competitor to get you to do this. How good are you at bluffing at poker.

If neither is acceptable to them, either you will have competition or you will have to walk away from the deal.