It is no secret that more and more manufacturers of systems and equipment for radio and television are looking to reach the Latin American market. It is a number that has grown considerably in recent years.
But this panorama, which at first glance is positive for the entire industry, has encountered a difficulty that nobody counted on: the relationship between manufacturers and distributors. In recent months I have had the opportunity to speak with several manufacturers who have expressed their dissatisfaction with how difficult it has been to find a committed distributor.
Some of the problems they point out are the lack of commitment on the part of distributors to promote the brand and unwillingness to adapt to the conditions and requirements of the manufacturer. And this is not a situation of a specific country, it is generated throughout the region.
On the other hand, when consulting with the distributors, they stressed that the difficulties with the manufacturers are presented by the conditions for representation, mainly in the requirement to acquire a large amount of equipment, without being clear if they will be well received in the local market, which translates into a great risk for their businesses.
A middle ground must be found to this situation as soon as possible, because, although it is a commercial relationship between private parties, its consequences end up affecting the entire industry, because manufacturers simply desist from being in our market.
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