Establishing and Managing Agents & Distributors
Establishing and Managing Agents & Distributors
Dates(s) - 26/11/2015 - 26/11/2015 - All Day
Peterborough Marriott Hotel, Peterborough, United Kingdom

CPD Value: 15 points


Course Outline

This full day workshop discusses the critical issues of which form of distribution is required and will help you select and appoint the right agent or distributor appropriate to your business needs.

This important event will be led by an expert in appointing agents and distributors worldwide.


Download PDF file of course outline


Key topics will include:

  • Deciding your distribution requirements
  • Roles and types of agents & distributors
  • Advantages & disadvantages of each option
  • Process for finding and selecting the right partner
  • Sources of information & use of selection checklists
  • Setting up distribution agreements
  • EU rules on agency & distribution agreements


Market Entry strategy

  • Distribution considerations
    – Factors to be assessed
    – Distribution Channel options


Agents & Distributors

  • Key definitions
  • Comparisons of each operation
  • Types of agency and distributor arrangements
  • Process for selection of prospective agents and distributors
  • Sources of information
  • Selection criteria
  • Selection questionnaires


Appointing Agents & Distributors

  • Obligations and expectations of each party
  • The contracting process
  • Agreements – sample style and key clauses
  • EU Agency Directive 86/653
  • Distributor arrangements in the EU (2010)


Managing Agents & Distributors

  • Building partnerships
  • Standard issues to be managed
  • Motivational techniques
  • Planning & Communication
  • Training activities


Monitoring performance

  • Key assessment areas
  • Reporting methods
  • Setting up a distributor stock & order reporting system
  • Making market visits


Excl. VAT: £360.00
Incl. VAT: £432.00