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| Switzerland |
| Marketing
and Distribution |
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Distribution
and Sales Channels
The type of product and location of the manufacturer and distributor
is an important aspect in determining the most effective method of
importation into and distribution within Switzerland.
Swiss buyers of raw materials often use specialized importers.
Exporters of consumer goods may deal with a wholesaler, who is also
the importer. They may engage in the services of a representative,
or may sell directly to buying offices of large retailer chains.
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| (a) |
Wholesale Trade
The traditional wholesaler – retailer channel is still
important despite modifications in the distribution structure.
Many wholesalers are also importers who expect exclusive regional
or national rights for the product. They maintain stock and
provide quality control, transport, warehousing and financing.
They normally specialize in one or a group of products. Co-operative
and retail purchasing associations are also involved in importing. |
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| (b) |
Agents
Two principal types of agents are provided by Swiss law: |
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Commissions compensate those who
are independent and can work for more than one firm. |
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Travelling, sales persons, who are
employees of companies they represent for a fixed salary with
or without commission. They are required to carry cards to indicate
whether they are selling to wholesale or retail. |
Whether it is wholesale or retail, Swiss law does not permit a principal
to inspect the books of the Swiss agent. |
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