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Appointment & Management of International Agents and Distributors

COURSE DESCRIPTION

This export training course deals with the vital area of International Agency and Distribution.  It examines the differences between Agents and Distributors and when and where the use of each would be appropriate.  The course will also discuss methods of finding, appointing and motivating Agents and Distributors and examines the relevant aspects of EU Law of Agency.

COURSE CONTENT

  • Different types of Agents and their roles.
  • The roles of Distributors.
  • How to find Agents and Distributors.
  • What to look for – The Three Stages.
  • Sources of Help, checklists and assessments.
  • Legal issues – The EU Commercial Agents Directive and implications.
  • EU Competition Law.
  • Motivation of Agents and Distributors.
  • Cultural issues.
  • Changing an Agent or Distributor.
  • Costs and compensation problems.
  • Minimising legal costs.
  • Sample agreements.
  • The Memorandum of Understanding.

 

WHO SHOULD ATTEND

Senior management, company directors and all staff who are seeking to appoint Agents and Distributors or who are responsible for the management of them.

COURSE OBJECTIVES

The objective is to give the delegate an overview of the cultural and practical factors that should be considered when identifying, selecting and managing Agents and Distributors.  The course will seek to illustrate the pitfalls and potential costs that can be caused by making errors in these vital areas.

CONTINUOUS PROFESSIONAL DEVELOPMENT

[This course is graded as intermediate level and would qualify for 15 Continuous Professional Development points.  If required, the CPD certificate will be issued by the Institute of Export].

01-10-2019
09:30 AM - 16:30 PM
The Kings Church
The King's Centre 33-35 Victoria Road Burgess Hill West Sussex RH15 9LR GB
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Please see our terms and conditions for our cancellation policy. You must agree to these conditions before continuing to book.

Prices (excludes VAT)

Non-members:£340.00

Bronze:£285.00

Silver:£285.00

Gold:£285.00

Premier:£285.00

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