Global Sales and Channels Program
Programs and Support Activities
Cross National Business
Rules for Field Sales
Version: March 2013
– Version 2013-1
Collaboration across all sales
channels to “sell locally and
implement globally”
Agilent Restricted
Page 1
Introduction
This document
 Contains the basic rules to follow in case of Export Orders compliant with
Agilent Export Control- and Standards of Business Conduct policies
 Will serve as a tool to define the role of Global Sales in Cross National
Business
 Shows that by linking stakeholders in various countries, assuring local
supportability and avoiding costly and time wasting errors, will ultimately
satisfy our customers
Agilent Restricted
Page 2
Cross National Business Rules for Field Sales
Collaboration across all sales channels to
“sell locally and implement globally”
Agilent Restricted
Page 3
Cross National Business
Definition
Cross National Business in general refers to the situation when a customer in one
country wishes to order a product with final destination in another country, regardless of
who is doing the transaction.
Typically the following transactions exist
1. Multinational Orders (Transnational orders)
 Customer orders where the “Invoice-To” and/or “Ship-To”, are in countries outside
the “Sold-To” (order point) country
2. Drop Ship Orders
 Customer orders where the “Sold-To” (order point) and “Invoice-To” are an Agilent
country and the “Ship-To” country is an IDO country
All these orders are considered Export Orders unless both countries are within the EU.
However ALL orders require cooperation from multiple sites to win business and achieve
excellent customer satisfaction.
Page 4
Agilent Restricted
Cross National Business
Scenarios to encounter
In general you will encounter one of the four following scenarios in Cross National
Business:
1. From an Agilent-direct country to another Agilent-direct country

2.
Requires coordination between 2 Agilent sales forces for order processing , fulfillment and
support
From a Distributor country into another Distributor country

3.
Requires coordination between 2 Distributor sales organizations and agreements on how
support and compensation are handled
From an Agilent-direct country into a Distributor country

4.
Drop Ship Orders. Requires coordination between 2 sales forces, decisions on orderprocessing and -fulfillment, support pricing and Distributor compensation
From a Distributor country into an Agilent-direct country

This situation is difficult and requires careful consideration of a number of factors, including
order-processing & -fulfillment, warranty & support funding, Distributor compensation etc.
All the above scenarios can be handled in a variety of ways depending on customer
requirements. Terms & Conditions of Sale are typically complex and will vary according to
country and sales territory. (see next page)
Agilent Restricted
Page 5
Cross National Business T&C’s
are COMPLEX
 Global sales channels and contacts
 Export Control (embargoed countries, IVL, restricted parties)
 How to structure the order based on [Sold-To], [Invoice-To] and [Ship-To] Country
 Party making the quotation. IDR, Agilent Business Center, Agilent Sales Office
 Pricing. Sold-to-Country Pricing, or ICB Pricing
 Discounts. IDR, Global Major Account Contracts, etc.
 Payment Terms. Net 30 days, Letter of Credit, Advance payment, etc.
 I&F charges and DSS (Distributor Support Services) for Warranty, Training & Support
 Incoterms 2010. CIP, FCA or DDP
 Freight charges
 Order VAT handling for country specific scenarios
 Quota Splits
 Reseller Commission Compensation
Bottom line: Each deal is different and needs the optimum combination of the above to
meet customer expectations, while complying with international tax laws
Agilent Restricted
Page 6
Cross National Business
Basic Rules
 Know the end-user, the end-use and the  The following rules apply
 Only quotes from the Business Center are to
final country of destination of the goods.
be used. Price Surfer quotes should not be
 Define who will place the order and the
provided.
name and address of the Ultimate End
 The country of final destination management
User (UEU) of the goods
team determines the discount for the deal
 Contact Global Sales for advice and
support and how to manage the deal
(slide 10)
 Global Sales will then
 Decide who is best positioned to
handle the quotation and advise on
appropriate Incoterms, according to
customer requirements
 Establish contacts between
customers and appropriate Agilent or
IDR sales team
 Ensure that quota splits follow
Agilent guidelines
 Rules for I&F and Distributor Support
Services as defined by the Business Center *
 Ensure support is available for all quoted
items in the country of final destination (slide 10)
 AM and CPM are responsible for compliance
with Export Control & Standards of Business
Conduct (slide 12)
 Have a full understanding of service/warranty
provisions (slide 11)
 Quota splits apply (slide 8)
 Reseller Commission Compensation for IDO
countries as applicable per order
* I&F in countries with an Agilent legal presence by default, for IDO
countries DIST_SUPP_SERVICES as quoted by the distributor
Agilent Restricted
Page 7
Cross National Business
Quota Splits
For Cross National deals, a quota split is sometimes required.
Basic LSCA rules on quota splits are:
 Destination country
….. 50%
 Technical specifier *
….. 25%
 Order processing country ….. 25%
* Technical specifier may be in either the destination country, or the order processing country
The key is to engage the Global Sales team early in the process!
They can help link you with colleagues in destination countries, assure
local supportability, avoid costly and time wasting errors and ultimately
satisfy your customers
Agilent Restricted
Page 8
Cross National Business
Contact Persons in Global Sales
When you as a field sales person comes across a Cross National deal, they should follow
the basic rules in slide # 7 and contact either the Global Sales BDM you know best, or the
BDM responsible for their geography.
Country of origin of the enquiry
Contact
E-mail (preferred)
Telephone
Juergen Braun
juergen_braun@agilent.com
+49(2421)961043
EMEA (non-EU Member States, Africa,
Middle East)
Marcel Laane
marcel.laane@agilent.com
+31-118 671335
telnet 8671-335
North America / Canada
Mike Testa,
mike_testa@agilent.com
+1 (678) 566-6058
telnet 566-6058
LAR (Middle/South America)
Leslie Wooding
leslie_wooding@agilent.com
+1 (302) 636-1631
telnet 636-1631
SAPK, Japan
Greater China & India (acting)
Arnold Ong
arnold-a_ong@agilent.com
+65-6215-8998
telnet 215-8998
Global Competitive Accounts / HPI
Becky Elmore
becky_elmore@agilent.com
+1 (972) 699-6455
telnet 699-6455
EMEA (EU Member States /Switzerland)
EMEA (Russian Federation, CIS)
Agilent Restricted
Page 9
Cross National Business
Support

All orders require installation and familiarization (I&F) and sometimes training.
For orders with final destination in IDO countries, a price quotation for I&F
should be obtained from the IDR in the country of final destination.
The same applies for other distributor support services like training, warranty
and after-sales service. Any special terms (e.g. travel and accommodation)
should be clearly mentioned in the quotation.

I&F for orders with non-IDO countries as final destination is included in the
“Sold-To” prices.

Non-Agilent products and services should not be quoted or shipped without
prior agreement of the destination country, in order to ensure supportability.
Agilent Third Party Pass Thru Products and Services (3PP) policy applies.
Agilent Restricted
Page 10
Cross National Business
Support & Warranty

Although most LSCA instruments can be effectively supported in most countries,
there are some countries in which local support is not available. Often, there are
alternatives that may be acceptable to the customer, but this needs to be checked
first and included in the quotation and purchase order terms.

In-country warranty coverage for Cross National Business, delivery to Agilent
direct (non-IDO) countries:
 Support provided by the corresponding Agilent organization in the
country where Agilent delivered the system.

In-country warranty coverage, delivery to Indirect (IDO) countries, 2 options:
 Distributor Support Services (DSS) included in quote and paid via
Reseller Commission Compensation

Order placed by Customer on Distributor directly


Preferred for licensable products like ICP/MS and ECD
http://www.chem.agilent.com/en-US/ContactUs/Pages/ContactUs.aspx
Page 11
Agilent Restricted
Last but not least
Compliance
 Each
person involved in Cross National Business is responsible for correct
execution of the Agilent Export Control Policies and compliance with Agilent’s
Standards of Business Conduct
 Export Control Information is available from
http://wps.service.agilent.com/global_trade/export_control/screening/index.htm
Guidance is available from
http://wps.service.agilent.com/global_trade/export_control/contacts.htm
Standards of Business Conduct information is available from
http://sbc.corporate.agilent.com/
In case of doubt contact your Global Sales contact or your Global Trade
representative.
* With Cross National Business extra vigilance is required.
Page 12
Agilent Restricted
Thanks for your
collaboration !
Agilent Restricted
Page 13