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Thames Valley COCI - Managing International Distribution Channels
Overview
Many exporters can validate their success through having selected the right partner abroad. This does not occur by accident. The course discusses the critical issues of the distribution form required, who and how to select & appoint and how to manage successfully from a distance.
 
Description
                                                              
Market Entry strategy
  • Distribution considerations
  • Factors to be assessed
  • Distribution channel options
  • Types of research required

Agents & Distributors
  • Key definitions
  • Using distributors and agents
  • Operational comparisons
  • Identifying and evaluating prospective agents & distributors
  • Selection criteria
  • Use of pre-planned questionnaires

Appointing Agents & Distributors
  • Obligations and expectations of each party
  • Export Sales contract outlines
  • Key clauses
  • EEC Agency Directive 86/653

Managing Agents & Distributors
  • Building partnerships
  • Motivational techniques
  • Marketing & Sales activities
  • Setting up a key contact
  • Handling market change

Monitoring performance
  • Key assessment areas
  • Reporting methods
  • Making market visits
Key Objectives
  • Exploring and assessing both the chosen market place and the 'best fit' channel of distribution
  • Understanding the possible options available to the exporter seeking the 'best fit'
  • Initiating arrangements, agreements and practices that attempt to seek both the best start-up and an on-going commercial relationship
  • Developing both skills and practices to enable the chosen channel of distribution to perform to agreed standards, while making sure it is dynamic enough to meet future changes in the market place
  • Creating on-going disciplines to ensure agreed performance standards are met

 
Who Should Attend?
The course is appropriate for anyone who is looking to set up and managing distribution channels or has already set something up and needs some hints and tips on how to manage them successfully.
 
Location
Thames Valley Chamber of Commerce Group HQ, 467 Malton Avenue, Slough, SL1 4Q
 
Organiser
Thames Valley Chamber of Commerce Group
 
Price
£375 for chamber members and £500 for non-chamber members
 
Included within the Price

Course material, lunch and refreshments throughout the day

 
Waybill House, 1 Fitzhamon Court, Wolverton Mill,
Milton Keynes, Bucks, MK12 6BA
Tel: 01908 221162 Fax: 01908 313800
Email: enquiries@tatefreightforms.co.uk
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