Overview

This seminar deals with the vital area of Agency and Distribution. It examines the differences, where each may be appropriate, EU Legislation, finding, appointing and motivating your partners. It also highlights the pitfalls and potential costs of getting it wrong.

Contents Include:

• Different types of agents and their roles
• The roles of Distributors
• How to find Agents and Distributors
• What to look for - 3 stages
• Sources of help, checklists, assessments
• Legal issues - the EU Commercial Agents Directive and implications, EU Competition law.
• Motivation of Agents and Distributors - Cultural issues
• Changing and Agent of Distributor
• Costs/Compensation problems
• Minimising legal costs -
• Sample agreements
• Memorandum of Understanding

Who Should Attend:

All members of staff involved in the appointment and/or management of Agents and Distributors. A MUST for senior management.

The Trainer

Mike is an accredited JETS and EXPORT SALES TRAINING trainer. He delivers a wide range of courses around the UK and overseas on International Trade related topics. He has spent over 40 years in International Trade, much at senior manager or director level with PLCs and SMEs. He has had responsibility for finding, appointing and motivating agents and distributors in many countries around the world. This day is a distillation of his years of experience in that area.