event
This course provides an in-depth exploration into the different types of representation when selling overseas. We shall discuss the differences between agents and distributors, and the alternative of selling direct without representation. Agency agreements and distributors’ agreements will be examined, enabling you to identify the advantages and disadvantages of both. An agent should be distinguished from a distributor; a distributor will buy stock from the principal and then sell it on to his customers at a mark-up, whereas an agent will find customers for the principal who then sells direct to the customers and pays commission to the agent. A distribution agreement is where a supplier sells goods to a distributor who then, as a separate transaction, sells the goods to his or her customer. There is no contract of sale between the supplier and the ultimate purchaser of the goods, whereas when a sale is made by the agent the law deems that a contract is formed between the principal and the end customer. We’ll explore the legislation in UK and European Community, as well as outside the European Community.
Benefits for your organisation:
Using an Agent can provide businesses with, amongst other things, specialist knowledge of a particular market, commodity or area and an immediate presence for negotiating contracts in any geographical location. They can also be used to find and introduce customers to the business and to purchase goods or services on behalf of the business.
Who is this course for?
Those involved in setting up international contracts and agreements. This course is suitable for beginners as well as a refresher course for the more experienced exporters.
Topics Covered:
• Duties and responsibilities of principal and agent
• Understand the differences between agents and distributors
• Identify the advantages and disadvantages of an agency agreement v distributorship agreement
• Exclusive or non-exclusive rights, non-compete clauses
• Protection of trade secrets and confidential information
• Duration of agreement, termination and how breaches of the agreement are handled
• Consider the alternative of selling direct, without representation
• Be aware of legislation in UK, European Union and third countries
By the end of the course, delegates will be able to:
Feel protected as a principal. It is important that the principal and agent have clear written commercial terms agreed so that both parties know what to expect from their deal. Relying upon orally agreed terms or negotiations can prove costly in terms of lost sales, commission and subsequent legal action to define and enforce the commercial terms. An agency agreement will make your relationship clear, giving both sides confidence in making the most of the opportunity.
Non-Member Fee: £300.00 (plus VAT)
Fees are Per Delegate