--- description: "Discover MCC's Regional Brand Operator model: manufacturer-side retail selling, clear product and payment flows, country-specific routes and managed sell-out." title: Our Model | Manufacturer-Side Sales in South America --- [MCC Corp.](https://www.comutech.cl/?hsLang=en) [Home](https://www.comutech.cl/?hsLang=en)[Our Model](https://www.comutech.cl/mcc-our-model-premium-v2)[Capabilities](https://www.comutech.cl/mcc-capabilities-premium-v2?hsLang=en)[Why MCC](https://www.comutech.cl/mcc-why-mcc-premium-v2?hsLang=en)[Operating Comparison](https://www.comutech.cl/mcc-operating-model-comparison-premium-v2?hsLang=en)[Leadership Briefing](https://www.comutech.cl/mcc-leadership-briefing-premium-v2?hsLang=en)[Contact MCC](https://www.comutech.cl/mcc-contact-premium-v2?hsLang=en) MCC Corp. / Manufacturer-side Regional Brand Operator # Your brand stays in control. *We make the sales happen locally.* MCC works alongside your international team to develop major retail accounts and manage the commercial execution required to turn South American market entry into repeat business. [See how the model works →](https://www.comutech.cl/mcc-our-model-premium-v2#how)[Brief your leadership →](https://www.comutech.cl/mcc-leadership-briefing-premium-v2?hsLang=en) **01** Your team directs **02** MCC develops retail sales **03** The commercial route follows the economics What MCC actually does ## An accountable retail sales operator. On the manufacturer's side. In many consumer-technology categories, the shelf price cannot accommodate another full resale margin. MCC provides manufacturer-side sales and operating capacity without automatically becoming another buying-and-selling intermediary. Your international manager remains the executive sponsor. MCC becomes the locally accountable execution partner.Strategic decisions, brand policy and financial approvals stay with the manufacturer. The operating architecture ## One commercial owner. Three distinct business flows. MCC develops major retail accounts and coordinates the approved local plan. The product transaction remains with the contractual parties, while HQ retains strategic and financial control. 01 / COMMERCIAL OWNERSHIP**MCC runs the local retail plan, under HQ authority** STRATEGIC OWNER**Manufacturer / HQ** Policy, products, price guardrails, supply and approvals → LOCAL COMMERCIAL OWNER**MCC / RBO** Account selling, negotiation, launch and follow-through → COMMERCIAL CUSTOMER**Major retail account** Assortment, purchasing, sell-out and replenishment 02 / PHYSICAL PRODUCTSupplier / exporter→Agreed importing & logistics route→Contractual buyer / retail 03A / PRODUCT INVOICE AND PAYMENT**Contractual buyer → contractual seller** The product invoice, collection and credit exposure follow the selected transaction structure. 03B / MCC COMPENSATION**Manufacturer → MCC** Mandate fee and any agreed sales commission are paid separately from product proceeds. **One rule in every configuration:** MCC is accountable for its approved commercial execution. MCC does not, under the standard RBO mandate, take inventory title, invoice the retailer for products or receive product-sale proceeds. Accountability that supports your team ## Your international team leads. MCC executes locally. The operating model protects the authority of the executive who sponsors South American growth and gives HQ clear visibility of responsibilities. **MANUFACTURER / HQ** ### Owns the business decisions Brand, products, supply, country priorities, pricing guardrails, credit policy, partner approvals and agreed investment. **INTERNATIONAL SALES LEADER** ### Leads the expansion initiative Sets objectives, sponsors the mandate, reviews forecasts and performance, and remains accountable for strategic direction internally. **MCC / LOCAL COMMERCIAL EXECUTION** ### Sells and runs the agreed work Retail accounts, negotiations, launch coordination, channel partners, service follow-up, sell-out, stock and replenishment reporting. Your team is reinforced, not replaced. The goal is more execution capacity with clearly assigned authority. Operating routes by country and category ## Choose the route the economics can support. The commercial mandate is constant; the buyer of record, seller, importer and credit exposure vary with the approved transaction structure. These examples are illustrative and must be documented for each market. 01 · Direct major retail 02 · Functional importer 03 · Distribution / hybrid Manufacturer / seller**→**Retailer / buyer & importer ### Direct major retail Where the retailer imports and contracts directly with the manufacturer, the retailer pays the manufacturer under the agreed terms. MCC manages the authorized local retail relationship. PRODUCT SELLER / INVOICE**Manufacturer** IMPORTER OF RECORD**Retailer** PRODUCT PAYMENT RECEIVED BY**Manufacturer** CREDIT RISK**Contractual seller, under terms** Manufacturer / exporter**→**Qualified importer**→**Retailer ### Functional importer / finance partner An approved partner may provide importation, logistics, local invoicing or credit services. The identity of the contractual buyer, subsequent seller and creditor must be defined in the signed documents; the partner's commercial role cannot be assumed from its name alone. PRODUCT SELLER / INVOICE**Defined in each transaction** IMPORTER OF RECORD**Approved functional partner** PRODUCT PAYMENT RECEIVED BY**Contractual seller(s)** CREDIT RISK**Allocated under each contract** Manufacturer**→**Distributor / buyer**→**Retail ### Supported distribution / hybrid Where a distributor takes title, resells and provides economically justified services, it is a separate trading party. MCC can coordinate the agreed brand and retail plan, but responsibilities, channel boundaries and distributor margins must be expressly approved. PRODUCT SELLER / INVOICE**Manufacturer, then distributor** IMPORTER OF RECORD**Distributor or appointed party** PRODUCT PAYMENT RECEIVED BY**Each contractual seller** CREDIT RISK**Allocated across trade contracts** In every route, MCC develops and manages approved commercial activity on the manufacturer's side. Incoterms, tax, credit, import obligations and account authority require country-specific confirmation. **01** Shelf-price viability **02** Total operating cost **03** Cash & credit exposure **04** Expected profitability The operating plan behind the sale ## HQ approves the market budget. MCC coordinates authorized execution. Retail activation, demand generation, training and service support are part of the agreed country plan. Costs remain visible in the manufacturer's market economics rather than hidden inside product resale margins. 01 **Approve** HQ agrees the country plan, spending limits and decision rights. 02 **Execute** MCC coordinates and, where contractually agreed, pays approved local suppliers. 03 **Reconcile** Documented expenses are settled or reimbursed at cost under agreed terms, with advance funding where appropriate. MCC's fee and commission are separate from local market expenses. The mandate sets funding arrangements and payment timing; MCC is not expected to finance the manufacturer's market plan. After the first purchase order ## Commercial success is measured beyond sell-in. A first listing or shipment is the beginning of the work. The business becomes sustainable when sell-out, service, product availability and repeat orders are managed. 01 / PREPARE ### Validate readiness Priority SKUs, landed shelf price, import path, service, partner responsibilities and HQ approvals. 02 / ACTIVATE ### Develop retail accounts Buyer engagement, proposals, negotiation, listing and launch support. 03 / MANAGE ### Drive sell-out Activation, stock visibility, channel performance, service issues and replenishment. 04 / DECIDE ### Scale with evidence Review actual results with HQ and decide whether to expand, adjust, internalize or stop. Commercial control, not a false promise of zero risk ## South American growth should be a managed business decision. MCC brings locally accountable selling and reporting. Headquarters retains the approval authority. Financial and operating risks are allocated through the agreed route, not hidden behind a generic promise. **One accountable manufacturer-side operator.** Local retail execution · Defined decision rights · Visible economics · Sell-out and replenishment follow-through. No unnecessary automatic resale margin. No requirement to build a full subsidiary before the business case justifies it. The next executive conversation ## Which operating model makes sense for your brand? Let's examine your current South American coverage, product readiness, channel economics and the roles your team already performs, before discussing a mandate. [Explore with MCC →](https://www.comutech.cl/mcc-contact-premium-v2?hsLang=en)[Share the Leadership Briefing →](https://www.comutech.cl/mcc-leadership-briefing-premium-v2?hsLang=en) **MCC Corp.** · Commercial identity of COMUTECH SpA · Santiago, Chile South America · Manufacturer-side commercial operations [Home](https://www.comutech.cl/?hsLang=en)[Capabilities](https://www.comutech.cl/mcc-capabilities-premium-v2?hsLang=en)[Why MCC](https://www.comutech.cl/mcc-why-mcc-premium-v2?hsLang=en)[Operating Comparison](https://www.comutech.cl/mcc-operating-model-comparison-premium-v2?hsLang=en)[Executive Briefing](https://www.comutech.cl/mcc-leadership-briefing-premium-v2?hsLang=en)[Contact](https://www.comutech.cl/mcc-contact-premium-v2?hsLang=en)[Privacy Policy](https://www.comutech.cl/privacy-policy?hsLang=en)