Half Day Seminar – Revised Incoterms® Rules for 2010Introduction to Export OperationsExporting - Understanding the PaperworkDocumentary Letters of Credit, Drafts and BillsA Foundation Course in ImportingExport Controls and LicensingWinning Export BusinessAppointment and Management of Overseas Agents and DistributorsAdvanced Export PracticeBecoming An Authorised Economic OperatorClassification of Goods - Using Commodity and Tariff CodesInward Processing Relief
Appointment and Management of
International Agents and Distributors
Continuous Professional Development
This course is graded as entry level and would qualify for 10 Continuous Professional Development points. If required, the CPD certificate will be issued by the Institute of Export
Seminar Description:
This seminar deals with the vital area of International Agency and Distribution. It examines the differences between An Agent and A Distributor and when and where the use of each would be appropriate. The seminar will also discuss methods of finding, appointing and motivating agents and distributors and examines the relevant aspects of EU Law of Agency.
Duration:
One-Day
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.
Training Methods:
The tutor will use lecturing techniques and powerpoint presentations, reference to fictitious and real examples and participatory exercises/role play to illustrate course content. The delegates will receive copies of the slides on which notes can be made together with copies of the handouts for future reference.
Seminar 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.
Topics Covered:
- 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