Independent Consulting Limited recently supported a leading German ATC Data and Communications company in finding, evaluating and establishing an agency agreement with a suitable local company with extensive experience in ATC and Airport related projects in Indonesia. Most markets in South-East Asia require a local company to be established in order to be eligible to deal with governmental projects and respond to tenders.

- Rather than setting up your own local company it is often well worth to invest time to evaluate existing trading companies that may represent you and help to avoid any pitfalls.

- These companies may have an established track record, trust, good reputation and a cultural understanding that will improve chances for successful sales in the market, says Kim Silander, director of Independent Consulting Limited.

The successful setup of an agency agreement between the local Indonesian company and the German ATC Data and Communications company, will enable the German company to bid in projects and to market their products in Indonesia.