Events
Appointment and Management of Agents and Distributors
Who should attend?This course has been specifically designed for staff involved in sales and marketing and the control and appointment of agents and distributors.
The seminar starts in looking at different methods market entry strategy, sales terms and the product life cycle. The course then covers techniques to find, appoint and motivate agents and distributors. The course also covers in detail the legal pitfalls and issues affecting the European Agents Directive. If you have European agents or are considering appointing one soon this course is a must.
The course finishes by looking at a number of case studies and gives delegates an opportunity to discuss any issue they may be placed with. This course is ideal for those new to exporting or experienced hands that need a refresher.
Course Content:
Market entry strategy - what is an Agents or Distributor?
Planning to export-alternative routes to market
Role of agent and distributor
How to find an agent and distributor-desk research and due diligence
Legal contracts, appointing the agent
How to motivate an agent /distributor
How to manage a team of agents or distributors
EU Agents Directive - how to overcome the pitfalls
Conclusion and termination of agreement-compensation
Case studies
Handouts:
Full set of course notes
Due diligence check list for recruitment
Draft contracts
Exhibition questionnaire
Speaker: Robin Mackay is an experienced director and manager of a world-class textile company with particular Board responsibility for exports. He has 15 years experience of running European subsidiaries and running agents and distributors. He was International Trade Director for the UK's largest chambers of commerce from 1995 to 2001 and runs his own training company providing help and advice to companies and organisations of all sizes.
Robin's particular interest is helping SMEs.
Member fee: £200
Non-member fee: £300
Start: Wednesday 15 Dec 2010
Time: 09:00 - 17:00
Liverpool Chamber of Commerce and Industry
Number One Old Hall Street
Liverpool
Merseyside
book online or email
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