BSC-113     Agent Distributor Management in International Trade 

• Overview
• Course Objectives
• Course Content
• For Whom
• Schedule and Hours

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One of the critical challenges participants may encounter is the potential ramifications of selecting an inappropriate agent or distributor without adequate support and due diligence. The consequences of such a misalignment can be dire, leading to substantial financial losses, tarnished brand reputation, and missed market opportunities. Furthermore, insufficient support in the form of training and capacity building can hinder effective performance management, potentially limiting the success of these pivotal international partnerships. 

This comprehensive two-day training program is strategically designed to empower participants with the requisite knowledge and skills to excel in the dynamic and intricate domain of agent and distributor management. In a global business landscape, the course explores the pivotal facets of agent and distributor roles, the selection and onboarding process, performance management, legal compliance, cross-cultural communication, and marketing support. With the course, attendees will gain a competitive edge, allowing them to expertly navigate the ever evolving complexities and opportunities in global trade and distribution management, thus facilitating sustainable growth and success in the international market.

At the end of this course, participants shall be able to:

• Define the roles of agents and distributors in international trade and the legal framework governing these relationships.
• Explain various market entry strategies and their applicability, differentiating between exclusivity and non-exclusivity in agent/distributor agreements.
• Implement effective strategies for finding, selecting, and onboarding agents or distributors, including conducting due diligence and negotiating agreements.
• Describe key performance indicators (KPIs) for agents and distributors, and demonstrate the ability to motivate and monitor their performance.
• Summarize the legal and compliance aspects of international trade, including agency laws, export controls, and intellectual property protection.
• Demonstrate an understanding of cultural factors, effective communication strategies, and building trust and relationships in diverse global markets.
• Develop negotiation strategies, and implement successful negotiation techniques when dealing ​with agents or distributors.

• Introduction to Agent and Distributor Management
• Selecting and Onboarding Agent and Distributor
• Agent and Distributor Performance Management
• Legal and Compliance Aspects
• Cultural and Business Communication
• Sales and Marketing Support for Agent and Distributor
• Negotiation with Agent or Distributor

This course is designed for

• International Trade Specialist
• International Trade Executive / Manager
• Export Executive / Manager
• Sales and Marketing Manager
• Business Development Manager
• Supply Chain and Logistics Manager
• Legal and Compliance Officers
• Cultural Communication Specialist
• Product Manager
• Business Owner and Entrepreneur
• Any Professional Expanding into International ​Markets

This is a ​2-days programme.
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This course runs from 9:00am – 5:00pm with an hour for lunch and periodic short breaks.
 
This is an intensive session designed to include as much discussion as possible. Lunch and breaks provide an opportunity for further questioning and discussion with the instructors.

We are HRD Corp (Human Resource Development Corporation) Registered Training Provider.
​All of our training modules are claimable under HRD Corp.