The Worlds Leading book on:

Building Business with Agents and Distributors

Building Business with Agents and Distributors
A Practical and Profitable Approach to
Selection, Management and Motivation

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This is the leading book 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.
• 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 book on
Building Business with 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 book will introduce the principles of selecting, motivating and managing agents and distributors, and how to orient these partners in everyday business development, including:

• The roles of agents and distributors, how to profile the ideal partner, to appoint them, and how to maximise their profitability and growth through effective management and motivation.
• Understanding pitfalls and practical key skills needed to ensure continued success and growth.
• Developing frameworks for profiling, reporting and performing that can be applied and implemented within your own business.
• Looking towards business continuity and how to be prepared for changes.
• Trading issues that must be understood to ensure profitability.

This book is relevant to anyone who is responsible for the appointment and management of agents and distributors, for those who are new to international trade and also for those who are more experienced and wish to review their approach to the management of their agents and distributors.

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

The main focus is on international agents and distributors, however the issues regarding selection, profiling, motivation and trading issues are relevant to most other types of international business partners including joint venture partners, licensees and franchisees.

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