A commercial representation company may be something that isn’t well-known to the public, but its essential function is to connect end-consumers with specific products.
The company is hired by manufacturers or companies to drum up more customers for a specific product or products. The representation company is tasked with finding new audiences through different channels or places. They can take on responsibility for generating sales deals, taking orders, reporting on possible new markets or deals, promoting products and reporting feedback to the parent company. The basic idea is to hive off the marketing function that exists in-house in most companies, with the end goal of reaching much wider audiences by contracting specialists.
Such companies are expected to use a variety of different tools in their strategy and in today’s electronic age, that also means using social networking sites such as Instagram, Facebook or LinkedIn. The field is changing rapidly and you can find a space for yourself in the commercial representation world by being quick to adopt the new trends.
Know your onions
In order to prove your value as a commercial representative, you must have knowledge of the market in which your potential client company is operating that can rival theirs – as well as connections and monetisable ideas on how to improve sales. Understanding the important players and where the opportunities lie will be the key to convincing another company to pay for your services.
The UAE has an exceptionally competitive market, but there are opportunities that abound in such a fluid and dynamic market. The best way to build your brand is to position yourself as an expert in certain sectors and build on your reputation.
Live and breathe your market
The Middle East region is home to one of the most booming regional economies in the world. There are vast opportunities within this but there are nuances that a skilled operator must understand in terms of who the client base is, purchasing power, customer trends and how imports and exports flow. Having a sound knowledge of this will help you detect potential blocks that exist within a company’s current marketing strategy and to effectively trouble shoot – generating more profits for the company and client satisfaction for your services.
How to get started
This type of work does not need to start large scale from the very beginning; in fact you can begin operating more like a consultant and may wish to work from your preferred location – that may be your own home, a virtual office or a shared working space. This can help keep overheads low and maximize your profits. The only equipment really necessary to get underway is reliable internet access and phone lines and means to travel freely. The best thing you can have in your possession before you get underway is a good contact book and an idea of the type of client company you can work on behalf of. You may need the services of a secretary or manager, but these are also services that can be contracted in a shared working space package.
As your business develops and expands, the staff you may seek to hire would include brand managers, an office manager, social media and digital strategists, among others.
How to get client companies on your books
Your marketing strategy will need to be targeted and different to the scattergun approach of more public-facing businesses. Your best efforts are to target specific sets of people through methods like adverts in industry magazines or approaching potential clients through LinkedIn. A more targeted strategy will yield more efficient and better results as you work on building your business.
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