Import Export Training: Using Agents & Distributors

Successful Importers have searched for and selected the right overseas partner who can provide them with critical “extra mile” services and a local competitive edge. The benefits of finding and working with the right agent or distributor results in lower costs, saved time, and a positive local reputation for your organisation.

These trusted business partners, whether commercial agents or distributors, can make expanding into foreign markets easier and more manageable. Therefore, it is important that good business relationships are established with those agents and distributors and that adequate agreements are in place to ensure that your organisation is properly covered.

This course will give you a framework whereby finding, selecting, and using Agents & Distributors is a much easier task. It will also touch on ways in which your business can protect its intellectual property (be it branding or the product itself) through both contractual arrangements and making registrations.

Delegates will :

• Have an understanding of the differences between Agents and distributors and their roles.
  • Know what is an Agent and a Distributor.
  • Know what are the advantages and disadvantages of an Agent.
  • Know what are the advantages and disadvantages of a Distributor.
• Have an understanding of what to consider when appointing an Agent or Distributor.
  • Considerations necessary in appointing an Agent or a Distributor.
• Have an understanding of the legal implications of appointing Agents and distributors.
  • Know which EU laws have to be considered when appointing agents What is the Transformation Rule.
  • Know what the three main types of agreement with distributors are.
  • Know what typically should be covered by any agreement.

• Common pitfalls when dealing with commercial agents and distributors;
• How agency and distribution agreements may be terminated;
• The safest ways to sell / buy direct from third parties in foreign jurisdictions;
• Consequences of not having legal agreements in place;

This course is both for those who may be new to international trade and for experienced international traders looking for a “top up” to “keep up” with International Trade agreements, policies, and best-practices.

This Is a Level 2 BCC Accredited International Training Course. Delegates can opt to take a short exam at the end of this course with submission to the BCC for assessment. Successful completion and assessment will result in a BCC International Trade Certificate of Completion and 1 Credit which works toward completion of the BCC Foundation of Trade programme. (6 credits)

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