Zimbabwe - Using an Agent to Sell US Products and ServicesZimbabwe - Using an Agent
The use of local agents and distributors by foreign firms is common, with companies’ selection of local representation dependent on their existing distribution infrastructure and ability to provide after-sales service. A supplier's ability to provide a service contract and spare parts is often a key determinant of success in the Zimbabwean market. The cost and availability of financing are important in determining if a deal closes or not. While direct sales are possible without local representation, this tends to occur on discrete projects, usually with external financing. For ongoing business and sustained market penetration, working with Zimbabwean partners or representatives is highly recommended.