Identifies common practices to be aware of when selling in this market, e.g., whether all sales material need to be in the local language.

EU law implemented by national legislation governs exclusivity in agency and supply agreements, purchasing contracts, and contract terms.  U.S. manufacturers and exporters are generally able to appoint representatives to determine the methods used to promote and sell their products.  Such exclusive territories usually cover the entire country.

Legislation regulates sales practices that could unfairly advantage suppliers at the expense of competitors or end users by requiring companies to disclose certain types of inter-company commercial arrangements and by giving regulatory authorities powers of investigation and enforcement.  Some vertical agreements between manufacturers and their resellers are exempt from this legislation.

Success in the Dutch market requires a long-term commitment to market development and sales support, especially if U.S. companies want to overcome their geographic handicap in relation to their European competitors.  Dutch importers assume that U.S. suppliers process U.S. domestic orders before handling export sales and that U.S. suppliers may bypass a local distributor in to deal directly with customers.
 

Prepared by our U.S. Embassies abroad. With its network of 108 offices across the United States and in more than 75 countries, the U.S. Commercial Service of the U.S. Department of Commerce utilizes its global presence and international marketing expertise to help U.S. companies sell their products and services worldwide. Locate the U.S. Commercial Service trade specialist in the U.S. nearest you by visiting http://export.gov/usoffices.