«Your first 50 right steps to enter the Russian food market».
Step № 3 — «Do not offer commission»
This is a fact that a lot of business rules and customs accepted throughout the world do not work in Russia. If you want to enter the Russian market, work according to Russian business rules.
The first mistake many foreign companies make is they offer commission on sales. I get about 30-40 emails a day and 80% of them offer commission-based cooperation. I can honestly tell you that the size of this commission does not affect the decision-making in Russia. For example, I was offered commissions ranging from 4% to 50%, but I do not work with these customers anyway…
Business Adviser on Russian Food Market