Sales Representative in Austria

Overview by

Commercial Intermediaries

Trading Companies
  • Type of Organization
Electronic commerce is gaining popularity in Austria. Nearly 10% of all business sales in the country are made electronically.
Shopping online is gaining in popularity, and 36 % percent of the population aged 16-74 years purchased something online in the past 12 months.
  • Main Actors
Around 80% of Austrian companies have a website, and 98 percent use the Internet.
  • Type of Organization
Generally a wholesaler in Austria also acts as an importer. It may distribute in the neighbouring markets of Central and Eastern Europe. Wholesalers maintain stocks of a range of products and provide quality control, transport, warehousing, and financing.
  • Main Actors
Heinz Stark GmbH, Alois Pürrer OHG.
Useful Resources
Federal Association of Austrian Commercial Agents
Der Wirtschaftsverlag

Using a Commercial Agent

The Advantages
Advantage of hiring an agent is his familiarity with the Austrian market.   The strategic location of the country helps the same agent to cover countries in Central and Eastern Europe also.
Where to Be Vigilant
It has to be ensured that the agreement with the agent is in accordance with the European union laws. These laws define rights and obligations for appointment of agents in EU.
Elements of Motivation
Exclusivity, higher sales commissions, incentives for achieving sales targets, etc.  

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The Average Amount of Commission
- 3% to 7% for regular business transactions, and from 10% to 15% for occasional transactions - 1 to 5% in the case of bulk materials - up to 25% in the case of medical, laboratory, scientific analytical instruments, and software products.


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Breach of Contract
In an event of non payment the agent is entitled to collect interest (at a rate of 7% above the European Central Bank rate) as compensation. The seller may also retain the title to goods until payment is completed and may claim full compensation for all recovery costs.
Finding a Commercial Agent
Federal Association of Austrian Commercial Agents
Find Sales and Distribution Service Providers in Austria on

Setting Up a Commercial Unit

The Advantages
Setting up an office in Austria is useful to approach entire Central and Eastern European market.
Where to Be Vigilant
One should be clear about long term goals.
Different Possible Forms of Settlement
  • A Representative Office
Such an office can obtain market data and other information and provide necessary promotional and service support. However, a representative office must not involve itself in commercial transactions.
  • A Branch Office
Setting up a branch office in Austria is less expensive as compared to a subsidiary. Capital transfer tax is not imposed on firms within EU. Branch office is liable for payment of Austrian taxes. Appointing a local representative is mandatory for non-EU firms. 
  • A Company
Most foreign-owned businesses choose to operate as a limited liability private company (Gesellschaft mit beschraenkter Haftung or Ges.m.b.H.).


Evolution of the Sector
Franchising has become widespread in Austria. There are approximately 300 franchise systems operating in the country. If the brand is well-known, franchising remains the best method for setting up in the country.
Some Big Franchises
For Further Information
Austrian Franchising Association

Finding Assistance

Export Trading Companies
ABA, Invest in Austria
Find more on about Selling to Austria.

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