If it is determined that the use of distributors or agents will be employed for sales in China, PIM can provide support in locating and screening distributor or agent candidates for client final approval and selection. PIM can also provide distributor or agent management services on behalf clients.

It should be understood by clients entering the China market that there is not a national market as in other countries. The country is geographically regionalized with different business cultures in each area. The selection of distributor or agent candidates will require careful examination of their abilities in their particular locality. It is very rare to have one distributor, or one agent, that is capable of being effective over all of China.

Distributor or agent contracts need to be clearly defined so that both parties fully understand the expectations of performance. PIM can provide bilingual draft contract agreements to fit client requirements as well as provide negotiation support.