Appointment and Management of Agents and Distributors

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 the 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.
• Frameworks for profiling, reporting and performing that can be adapted and implemented in your own business.
• To look towards business continuity and how to be prepared for changes should the exporter 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.