online event
How to: Manage agents and distributors in export markets
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Using an agent or distributor is a relatively low-risk and cost-effective way of entering a new market. If you are considering using overseas partners, agents or distributors, join us to hear how to select partners who will work best for you and your export goals.
What you’ll learn
- how to source and work with overseas business contacts
- decide whether a partner, agent or distributor is the right for your business
- how to monitor the performance of agents and distributors regarding the return on investment for your business
Description
Experienced agents and distributors should have a wealth of local market knowledge and know the best way to help you get the maximum sales in a given target market, in the shortest possible time.
There are advantages and disadvantages with both, and the direction you take will depend on the market, your product and your overall objectives.
Establishing clear contracts is vital and using digital tools can help track sales performance and market trends effectively.
Managing Agents and Distributors requires clear and concise communication, relationship building and ongoing support. You are trying to establish firm and beneficial relationships – we will discuss what your agent or distributor needs from you, whilst observing cultural difference and how you should adapt strategies to local preferences.
There is also a need to continually review partnerships and evaluate performance whilst being ready and able to address challenges or make changes to optimise your presence in export markets. We shall discuss the methodology you can deploy to achieve this.
Speakers
Mark Burkett
UK Export Academy Adviser, Department for Business and Trade
Mark has been involved in exporting for over 30 years and has exported successfully to every continent around the globe.
With his wealth of experience and enthusiasm for UK exports, Mark is on a mission to help UK businesses take their products and services to overseas markets in the best possible shape to achieve success.