The Purpose of the Course
Success in overseas markets can be greatly enhanced by the appointment of an overseas agent or distributor.
Managing the right partner is essential and the course discusses many of the critical issues, including how to select and appoint an overseas partner. How to manage them successfully from a distance and which form of distribution will be best for your goods.
Benefits for your organisation
Possessing a good product, competitively priced and launched into the appropriate market is not a guarantee to success.
Many exporters can gain a competitive advantage and obtain added value by selecting the right local partner.
Who is the course for?
Decision makers including; International Sales Managers/Directors, Senior Management and Overseas marketing personnel.
"Leaders First" Train to Gain Taining Funding currently available! Call 0845 057 1817 for full details!
Course Objectives:
- Initiate arrangements, agreement, practices for start up to continuous working
- Define differences between agents and distributors
- To prompt creation and develop of management practices to ensure distributors perform to agreed standards
- Explore the market place for “Best Fit” channels of distribution
- An understanding of the obligations of each party
- Pinpoint the options available to Exporters
Topics Covered:
Market entry strategy
- Distribution considerations, Factors, Distribution channels, Research
Agents & Distributors
- Key definitions, Using comparisons, Evaluating, Selection Criteria, Questionnaires
Appointing Agents & Distributors
- Obligations and expectations, Export Sales Contract, Key Clauses, EEC Agency Directive 86/653
Managing Agents & Distributors
- Building partnerships, Motivation, Marketing & Sales, Key contacts, Market Changes
Monitoring Performance
- Key assessment areas, Reporting methods, Market Visits
By the end of the course, delegates will be able to:
Understand the processes and key issues to successfully engage appropriate local partnerships
THIS COURSE IS AVAILABLE FOR IN-HOUSE DELIVERY, CALL THE TRAINING TEAM ON 01604 490470!
