This is a two day course.

Course Objectives:

At the end of this course the delegates will be able to:

Explore the need to research and assess both the chosen market place and the channel of distribution.

Understanding the possible options available to the exporter to seek that “best fit”

Initiate arrangements, agreements and practises that attempt to seek both the best start-up and ongoing commercial relationship.

Develop both skills and practices to enable the chosen channel of distribution will perform to agreed standards and are dynamic enough to meet future changes in the market place.

Create on-going disciplines to ensure agreed performance standards are met.

Outline Content:

Assessing the Market.

In-market assessment.

Identifying the appropriate distribution channel.

Appointing Agents and Distributors.

Managing Agents and Distributors.

Monitoring and evaluating Distributor performance.

The overall purpose of this programme is to explore the practical benefits of having a sound international distribution channel strategy coupled with healthy & productive relationships with selected partners. All too often exporters succumb to a first choice selection which is invariably made upon the first contact from a previously unknown third party and who may not be the best cost effective solution. The course will take delegates through the process of deciding on, market by market, their particular requirements and then seeking the best solution.

The two day seminar has been designed to meet the need of all exporters regardless of whether they are venturing for the first time into overseas markets or they are wishing to review the effectiveness of their current overseas partnerships.

Institute of Export Export House, Minerva Business Park, Lynch Wood, Peterborough, PE2 6FT

Various

This is a two day course.

Non Members £495.00 + VAT Members £425.00 + VAT

All course notes and discs where available, lunch and refreshments

Peterborough and London

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