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DIT: International Agents & Distributors

Date: June 6th, 14:00-16:00

This master class will be delivered by John Harrison, who has run his own training business specialising in international trade strategy since 2004.

John delivers lively, thought provoking and highly interactive export workshops on behalf of the Department for International Trade, Chambers of Commerce, and individual companies across the UK. He has helped businesses of all sizes to develop their sales overseas across a huge range of business sectors and covering all world markets. His workshops include export marketing research, winning business overseas, export pricing, managing agents & distributors, international exhibition skills, pitching to win and international cultural awareness.

In it, you will learn:

  • the different roles of agents and distributors (and other routes to market)
  • the advantages and disadvantages of each and the role of the principal (the exporter)
  • how to identify and select appropriate representatives
  • the importance of having written contracts, and the key elements these should include
  • legal requirements
  • practical ways of motivating and managing agents and distributors.


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