Switzerland - Distribution & Sales ChannelsSwitzerland - Distribution
Distribution channels are varied and similar to those in the United States. Capital goods manufacturers may prefer exporting directly when contracts with a limited number of customers represent an appreciable share of the market. However, most new-to-market exporters and exporters with products that require training for use and after-sales service engage the services of a technically qualified Swiss agent with good market knowledge. As a rule, Swiss buyers of raw materials use specialized importers. Large orders, however, may also be placed directly with foreign producers. Some of the largest international trading and shipping firms are based in Switzerland. They operate networks of bonded warehouses and other facilities offering services for international trade.
Consumer Goods: suppliers of consumer goods may deal with an importer or wholesaler, engage the services of a representative, or sell directly to buying offices of large retail chains, especially if dealing with mass-produced goods. A representative or agent, who usually specialized in one or more product groups is often responsible for distribution in all of Switzerland.
Import and Wholesale Trade: many Swiss wholesalers are also importers who generally expect exclusive regional or national rights for the imported product. Wholesalers maintain stocks of a range of products and provide quality control, transport, warehousing, and financing. Associations of wholesalers in various sectors protect their common interests and facilitate more effective competition with other forms of distribution. Many wholesalers and importers also belong to the Swiss Trade Association (https://www.handel-schweiz.com/de/) through sector associations.
Retail Trade: department stores, chain stores, consumer cooperatives, discount stores, and supermarkets comprise the majority of retailers that deal in a wide range of products and services. Vertical structure and centralized buying give them a competitive advantage over independent retailers. The number of independent retailers is decreasing, giving way to a growing number of discount stores and supermarkets. Retailers with competitive prices are gaining market share. Individual retailers have set up organizations to provide wholesale purchasing, importing, and other services to compete with the large, vertically integrated retail establishments. Most of the leading retailers are legally structured as cooperatives. Among the common department store product lines, they carry textiles, leather goods, sports articles, pharmaceuticals, toys, and hardware.
Prepared by the International Trade Administration. With its network of more than 100 offices across the United States and in more than 75 markets, the International Trade Administration 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 trade specialist in the U.S. nearest you by visiting http://export.gov/usoffices.
Consumer Goods: suppliers of consumer goods may deal with an importer or wholesaler, engage the services of a representative, or sell directly to buying offices of large retail chains, especially if dealing with mass-produced goods. A representative or agent, who usually specialized in one or more product groups is often responsible for distribution in all of Switzerland.
Import and Wholesale Trade: many Swiss wholesalers are also importers who generally expect exclusive regional or national rights for the imported product. Wholesalers maintain stocks of a range of products and provide quality control, transport, warehousing, and financing. Associations of wholesalers in various sectors protect their common interests and facilitate more effective competition with other forms of distribution. Many wholesalers and importers also belong to the Swiss Trade Association (https://www.handel-schweiz.com/de/) through sector associations.
Retail Trade: department stores, chain stores, consumer cooperatives, discount stores, and supermarkets comprise the majority of retailers that deal in a wide range of products and services. Vertical structure and centralized buying give them a competitive advantage over independent retailers. The number of independent retailers is decreasing, giving way to a growing number of discount stores and supermarkets. Retailers with competitive prices are gaining market share. Individual retailers have set up organizations to provide wholesale purchasing, importing, and other services to compete with the large, vertically integrated retail establishments. Most of the leading retailers are legally structured as cooperatives. Among the common department store product lines, they carry textiles, leather goods, sports articles, pharmaceuticals, toys, and hardware.
Prepared by the International Trade Administration. With its network of more than 100 offices across the United States and in more than 75 markets, the International Trade Administration 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 trade specialist in the U.S. nearest you by visiting http://export.gov/usoffices.