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: 11/30/2017

Selecting a local partner can be very advantageous for U.S. firms wishing to do business effectively in Moldova, though some large, established American firms work without a local partner.  Gaining access to the market and collecting meaningful information can be difficult without local representatives who have contacts and have a better understanding of the business environment, legislation, and market.  Local companies are usually willing to become agents and distributors for American firms.  Before a U.S. firm makes any commitment, it is strongly recommended that a third-party evaluation be conducted on the prospective partner.

Distance interaction, such as simply sending catalogues, is usually not as effective as making direct personal contacts, where rapport can be built, questions and answers easily conveyed, and the credibility of a product and company established.  As with other countries of the former Soviet Union, personal relations still play a very important role in building business partnerships.  In an economy where the rule of law is not yet firmly established, the quality and depth of key business relationships are often the best protection against loss and are the key to market access.

The local partner may require significant support from the U.S. business in building a distribution network and reaching out to clients.  Expecting a local distributor to be proactive and do everything on its own is not a safe assumption.  One should keep in mind that a distributor could be representing other companies with products that could be in direct competition with the products and services of a U.S. company seeking to work with that particular agent or distributor.   Before selecting a local partner it would be wise to explore what other products the potential partner distributes.

Business associations represent a good resource to obtain information about local companies, distributors, wholesalers or retailers. The American Chamber of Commerce in Moldova (AmCham Moldova), the Chamber of Commerce and Industry, European Business Association (EBA), and the Moldovan Investment and Export Promotion Organization (MIEPO) are available to assist prospective investors.  American companies may also contact local law firms to assist them with finding a partner.  A list of English-speaking lawyers is available on the US Embassy’s website.  Also, the US Embassy regularly fields inquiries from US companies.

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.