The appointment of a suitable representative is often the biggest single success factor in any export market. The next factor is managing them effectively to ensure they achieve their potential (one of the most challenging management roles of all.) This course addresses the crucial issues of finding, selecting and building a successful working relationship with agents and distributors.
The course material covers:
Ways of reaching the end user. What’s best for your business and your end users?
Finding potential representatives.
Selecting the right candidate – identifying the killer criteria.
Negotiating the deal.
The importance of a formal contract, and what it should cover.
Building the relationship – the first ninety days.
Leadership and Motivation – meeting the challenge of managing agents and distributors.
Your legal rights and obligations.