The Worlds Leading Ebook on:

Appointing and Managing Agents and Distributors

Appointing and Managing Agents and Distributors Ebook

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This is the leading Ebook that has been written based on over 45 years practical experience of managing Agents and Distributors.

It takes the reader from an introduction to Agents and Distributors, through to unique models for motivating and developing them, to understanding the elements that are required to trade internationally including payment mechanisms, Incoterms, contracts and pricing.

This is an invaluable resource if you:

• Are starting to work with Agents or Distributors
• Need to understand the "mechanics" of international trade
• Want to appreciate the basics of EU Agents Directive and Competition Laws
• Need to develop tools to measure performance of your Agent or DIstributor
• Are in a position where you are about to make a change in your distribution channel.

The worlds leading Ebook on Managing Agents and Distributors
Introduction:
The relationship with your agent or distributor can make the difference to the growth and profit of your export business. This relationship is not just about interpersonal roles, it is also about understanding how your business affects their business, and theirs yours.

Effective management and motivation of your agent or distributor demands attention to detail; this Ebook will introduce the principles of motivation and management of agents and distributors, requirements and laws, and how to apply and implement the material in everyday business development.
Contents include:

• Roles of agents and distributors, how to profile the ideal partner, to appoint them, and how to maximise your profitability and growth through effective management and motivation.
• Understand the pitfalls and practical key skills needed to ensure continued success and growth.
• Understanding the “mechanics” of working with an agent or distributor: sales terms, payment terms, Incoterms, building export pricing , terminology and quotations and avoiding the pitfalls.
• Frameworks for profiling, reporting and performing that can be adapted and implemented in your own business.
• Business continuity and how to be prepared for changes should you have to dismiss the partner.
• An introduction to EU Agents Directive and EU Competition Policy.

This Ebook has been written by Gary Jennings, Managing Director,
GJ International Ltd. It is relevant to staff who are responsible for the appointment and management of agents and distributors, for those who are new to international trade and also for more experienced staff who would like to review their approach to the management of their agents and distributors.

This is not a book developed from theory or textbook; all elements come from the experience of working with agents and distributors within the international arena.

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