Events > You Can Export - Agent and Distributor Management

You Can Export - Agent and Distributor Management

Tuesday, 19 November 2019 9:30 am to 4:00 pm
Monks Yard



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About the event

An outline of the workshop

The aim of this workshop is to help companies make informed decisions about appropriate routes to market based on the issues that are most important to them. It also helps delegates understand and plan how to use multiple routes, for example online sales, e-commerce marketplaces and locally-based agents or distributors. 


What you’ll gain from the day

By attending this masterclass, delegates will understand and appreciate:

  • the different types and roles of agents, distributors and other routes to market
  • the advantages and disadvantages of each and the role of the principal (the exporter)
  • how to identify and select appropriate representatives
  • the importance of having written contracts, and the key elements that these should include
  • the EU Agents Directives and other legal requirements
  • practical ways of motivating and managing agents and distributors
  • effective ways to terminate agreements
  • the Government and other regional services open to them

All delegates receive a set of notes and single page checklists which can be used to help them at various stages as they appoint and work with representatives overseas.





You will be able to register from 9:30 but please arrive promptly for the workshop starting at 10:00.

  • Introduction to workshop
  • The types and roles of agents and distributors
  • How to find an agent or distributor
  • Legal contracts and making appointments
  • Motivating and managing partners
  • Concluding and terminating agreements
  • Your third hand to gaining export success - Business West International Trade Advisor

Lunch and refreshments will be provided throughout the day.


About John Harrison MIEx CMRS

John is a trainer, facilitator and consultant whose focus is entirely on international trade. He has developed an extensive portfolio of export workshops and training courses and established a high-quality client list of UK government departments, Chambers of Commerce and similar organisations.

John’s experience of delivering export training extends over 20 years has enabled him to develop a range of export training programmes and he currently delivers Export Strategy introductory courses and associated masterclasses on a range of export subjects across the UK.

Before setting up his own business in 2004, his previous roles included international marketing manager for British Chambers of Commerce, and research adviser for the UKTI Export Marketing Research Scheme. He has worked with businesses whose interests cover many different sectors and markets across the globe. He also has hands-on experience in international trade in manufacturing and engineering, having held a number of marketing and programme management roles in the aerospace and electronics sector.


Who is this event for?

The workshop is appropriate for South West of England companies looking to enter new markets and those who may already have representatives overseas, as we also include contractual issues to consider and how to motivate and manage representatives in foreign markets. This event is best suited to those with an annual turnover exceeding £500,000. 

Due to this event being free of charge with limited numbers, we reserve the right to cancel your booking if you do not meet the eligibility requirements. Additionally, due to the popularity of these events, we ask for only one registration per company to make the masterclass available to other businesses. Regrettably, we are unable to accept intermediaries or service providers.

We take your data very seriously and are committed to the privacy and security of it. Our Privacy Statement explains the types of personal data we may collect about you and how we’ll store and handle that data, and keep it safe.  This is a joint event and your data will be shared with Department for International Trade for the purposes of administering & following up this event.  Their privacy policy is available at https://www.gov.uk/government/organisations/department-for-international-trade/about/personal-information-charter & https://www.businesswest.co.uk/privacy/mhclg-privacy-notice 



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