Event

Workshop: Finding and working with distributors and agents

26 November 2020

Do I need a partner in every country I sell into & how do I select and work with them? 

When

9am - 12pm

Where

This event will
be hosted as a
webinar
View Map

Price

£100 for BESA Members, £195 for non BESA members

Do I need a partner in every country I sell into & how do I select and work with them? 

 

In order to provide goods and service into international markets, many companies choose to build a network of partners, working with local companies in many countries. This in-depth workshop will provide a framework for selecting and working with multiple partners. Topics covered include: 

 

  • Distributors & Agents - what’s the difference & which do I need? 
  • How to evaluate a potential distributor / agent 
  • Location 
  • Experience 
  • Connectivity 
  • Coverage 
  • Communications 
  • Culture 
  • Trust 
  • Exclusive or non-exclusive contracts? 
  • How long should a contract last? 
  • Where can I ‘find’ a ‘standard’ contract to use? 
  • Applicable law? 
  • Managing partners, building a long-term relationship 
  • Communication 
  • Setting sales targets 
  • Training 
  • During the pandemic 

 

In addition, this workshop will also discuss tender based sales: 

  • Tenders, the good, the bad and what to watch out for! 
  • The information you need to know 
  • Source 
  • Liability 
  • Schedule (and performance bonds) 

 

Who should attend: 

  • Company Founder, CEO, COO, CFO etc. 
  • Export Manager / Director 
  • International Sales & Marketing team 

 

This session is one of an initial series of 4 interactive online workshops. Each workshop will be a deep dive into a specific topic related to exporting and how to achieve international growth. Each workshop will be on-line with a maximum of 10 delegates, providing ample opportunity to ask the facilitator in-depth questions and for group discussions of the issues raised. 

 

The workshops in this series are:

1. Introduction to Exporting -How to get started 

2. Researching and selecting new export markets 

3. Finding and working with distributors and agents 

4. Selling to International schools 

 

The cost for this workshop is £100 for BESA members and £195 for non-members. 

 

SPECIAL OFFER - Sign up for all 4 workshops in this series and receive an additional 10% discount. For more information please click here or contact Arianna.

 

These workshops are presented by BESA working in partnership with EdTech Consulting