By Daniel Rodrigues, Managing Director, AIM Brazil | IAM Core Members Management Board
Finding the right partner to take care of my clients has always been a difficult and very important task. After countless conversations with them over the course of my 26 years in the industry, I know most of them personally, which creates a sense of familiarity and turns our business into something enjoyable and smooth. However, even today, we have customers moving to countries with which we do not do business very regularly, and this poses a challenge.
When a given country is not a frequent destination for our company, but is serviced by agents from other countries, we consider the relationships we already have to execute the service. But, if it’s a new agent, we must use the full process that we use for new agents.
Thus, one of the first observations when hiring an agent to take care of our clients is to check which industry associations they are a part of and what certifications they have. Here at IAM, we have top ratings—IAMX for example— which attests to the association memberships and certifications and the quality of the agent has through the Validation program. This intel typically comes from agents we are friendly with. We also analyze what level of information they give ahead of time along with the price, as well as info about customs regulations and costs involved. This is a scenario where more is better. An agent that provides plenty of information up front is that much more likely to take good care of my client.
Having these details sorted out, we will be sure to consign our move to this new agent, who will, in turn, become a part of our own network of agents. At that point, we will certainly look forward to meeting them in the hustle and bustle of the next IAM Annual Meeting for a warm handshake and a strong coffee.
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