Course description
This is an interactive course designed to help participants understand how working with Agents and Distributors can help grow their business overseas.
Programme Summary
It will explore the different aspects of the legal relationship between the principal and the appointed partner, the cost implications to the business, along with guidance on how to successfully approach the selection, appointment and management process.
Key Learning Points
- Overview of options for routes to market
- Difference between agents and distributors
- Legal and market considerations
- Contracts – key elements to include in agency and distributor agreements
- How to select a good agent / distributor and pitfalls to avoid
- Ways to manage your overseas partner and keep them motivated
- Where to find help
Upcoming start dates
Outcome / Qualification etc.
Benefits of Attending
- Understand the legal relationship between the Principal and the Partner
- Identify the cost implications of differing agreements
- Consider the legal implications of working with agents and distributors.
Training Course Content
Market Entry strategy
- Distribution considerations
- Factors to be assessed
- Distribution Channel options
Agents & Distributors
- Comparisons of each operation
- Types of agency and distributor arrangements
- Process for selection of prospective agents and distributors
- Sources of information
- Selection criteria
Appointing Agents & Distributors
- Obligations and expectations of each party
- The contracting process
- Agreements – sample style and key clauses
- EU Agency Directive 86/653
Managing Agents & Distributors
- Building partnerships
- Standard issues to be managed
- Motivational techniques
- Planning & Communication
Monitoring performance
- Key assessment areas
- Reporting methods
- Setting up a distributor stock & order reporting system
- Making market visits
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St Andrews Management Centre
St Andrews Management Centre is an independent training provider, based in Fife in Scotland, which provides accredited and non-accredited learning to clients in the domestic and international markets. Our specialisms include Leadership & Management, Coaching and Mentoring, Project Management, Finance...