ADN Performance
Test a market through commercial representation without a subsidiary
Commercial representation can enable prospecting and market follow-up before a more substantial setup decision.
Commercial representation can enable prospecting and market follow-up before a more substantial setup decision.
What to understand about the project
The company retains its strategy, offering and decisions. Local work may include account qualification, presentations, meetings, objection reporting and opportunity follow-up. The mandate defines what the representative may promise or sign.
How to take action
Start with one segment and measurable activity objectives: approached accounts, qualified discussions, demonstration requests and sales conditions. Regular reviews allow message or territory changes.
Point to watch
Legal and tax consequences of a lasting presence depend on its actual form. Review them before extending or changing the mandate.
Checklist
- Define the scope.
- Document the representative’s authority.
- Manage feedback.
- Assess risks.
- Decide next steps.
Sources and update
ADN Performance editorial analysis, updated on 23 September 2026. The publications below provide context; commercial and regulatory decisions remain project-specific.
To apply this approach to your company, see our page on commercial representation and tell us about your project.