Sales Representative in Argentina

Overview by

Commercial Intermediaries

Trading Companies
  • Type of Organization
Being listed with the trading groups is an obligatory step for breaking into the hypermarket sales market. The cost of getting onto the listing can be substantial and promotional operations are at the supplier's expense. The distributors do not negotiate directly with foreign suppliers. That is why it is necessary to go through an Argentine intermediary (a non-manufacturing importer, a manufacturer of similar products, a service company).
  • Main Actors
Wal-Mart, Carrefour, Jumbo, Coto, etc.
  • Type of Organization
In addition to their role as a commercial intermediary, wholesalers also offer services such as making up ranges, storage, repackaging, delivery, etc. Wholesalers are generally specialized in a certain type of convenience goods (food or not) or in equipment for industry and the craft industry.
  • Main Actors
In Buenos Aires the Mercado Central acts as a wholesale market.
Frutícola Sasha, Chacra Fértil SA and Hijos de Norberto Esparza SRL.
Useful Resources
Buenos Aires Central Market

Using a Commercial Agent

The Advantages
More realistic for a small or medium enterprise as concerns marketing strategy. Most often they are exclusive agents for the whole country.
Where to Be Vigilant
The agent should be chosen for his motivation, his interest in the product, his references and the range of products he is in charge of. Supplementary commercial investments will be necessary to support the agent's work (catalogs, samples of products, etc.)
On the other hand, it is important to specify the estimated annual turnover and the expected growth.
Elements of Motivation
The total amount of commission is an important element for motivation. Sometimes recourse is had to a system of contests and competition between agents. Supervision and close contact may be necessary for a good follow-up of the agent's activity.
The Average Amount of Commission
An agent on commission is paid according to the sales he achieves.
Breach of Contract
The termination of an agency contract is carried out with notice given according to the terms agreed in the contract.
Finding a Commercial Agent
Federación Unica de Viajantes en Argentina , Federation of agents
Asociación Viajantes Vendedor de Argentina, Federation of agents
Find Sales and Distribution Service Providers in Argentina on

Setting Up a Commercial Unit

The Advantages
Setting up your own sales force in Argentina is very expensive.
Where to Be Vigilant
Setting up a commercial unit in Argentina should be considered in case the foreign company has long term business interests in the country.
Different Possible Forms of Settlement
  • A Representative Office
A representative office may be necessary to obtain data about the market or other and to provide promotional support. However, as a representative office cannot be involved in commercial transactions or generate income, it cannot manage orders directly.
  • A Branch Office
A branch office can take and fill orders and carry out a marketing or advertising program, recruit the sales force and carry out promotional activities.
  • A Company
Setting up a subsidiary needs time and leads to considerable expense. However, it offers a better guarantee of protection for the registered trade mark, of obtaining credit and of breaking into the market.


Evolution of the Sector
In 2005, Argentina already had 14,000 franchises representing sales of nearly 6,300 million pesos. This figure continues to increase by 8% per year.
Some Big Franchises
McDonalds , Fast Food
Havanna , confectionery, cafeteria
El Noble Repulgue , home catering
Delicity , bakery, cafeteria
Café Martinez , cafeteria
For Further Information
Argentine Franchise Association
Franchisee Group
Catalog of Franchises in Argentina

Finding Assistance

Export Trading Companies
BCD Group
Find more on about Selling to Argentina.

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