How to manage agents and distributors in export markets

Experienced agents and distributors should have a wealth of local market knowledge and know the best way to help you get the maximum sales in a given target market, in the shortest possible time.

There are advantages and disadvantages with both, and the direction you take will depend on the market, your product and your overall objectives.

Establishing clear contracts is vital and using digital tools can help track sales performance and market trends effectively.

Managing Agents and Distributors requires clear and concise communication, relationship building and ongoing support. You are trying to establish firm and beneficial relationships – this session will discuss what your agent or distributor needs from you, whilst observing cultural difference and how you should adapt strategies to local preferences.

There is also a need to continually review partnerships and evaluate performance whilst being ready and able to address challenges or make changes to optimise your presence in export markets. We shall discuss the methodology you can deploy to achieve this.