Presentations

About the event

Whether you are exporting for the first time or looking to expand into new international markets, working with agents and distributors can be a very effective channel for selling to your customers.

 

An established agent or distributor with a local network and knowledge of the territory can provide you with immediate access to your target market. But how do you find the right partner and make them a profitable resource for your business?

 

Join us at this masterclass to learn from our experts’ tried and tested ways to select, manage and motivate your agents and distributors, ensuring they become an invaluable extension to your sales force. Benefit from receiving guidance and advice on:

 

• The roles of agents and distributors, together with the advantages and disadvantages of each;
• Profiling your agent or distributor;
• Identifying and appointing your partner;
• Setting up agency and distribution agreements, including EU Directive considerations;
• Effectively managing and getting the most out of your agent or distributor;
• Terminating agreements and resolving disputes with unproductive partners.

There will also be an opportunity to hear a regional company’s first hand practical experience of working with agents and distributors, including an insight into their selection process; the challenges they have faced and how they’ve overcome them; tips on motivating partners and the rewards they have reaped from building strong relationships.

 

Should you have specific queries relating to agent and distributor agreements, you can book a one to one meeting to discuss these with our legal specialists Challinors prior to the masterclass.

 

Don’t miss out on the practical support available to assist you to succeed in the international marketplace and book your place today.

 

 

 

 

Programme:

 

17h00          Registration and light refreshments

 

17h30          Welcome and introduction

                       

17h35          Building business with agents and distributors

                     Dick Brentnall, DB International Training

                    

18h35          Agent and distributor contractual agreements:

                     What you need to know

                     Andrew Shipley, Consultant Solicitor, Dispute Resolution,

                 Challinors Solicitors

                

19h00          Working with agents and distributors:

                     A company’s perspective

                     Keith Lambourne MBE, Export Director, ACO International

                   

19h20          Question and answer session

 

19h30          Networking buffet and close