Import & Export Enabling International Trade

Routes to Overseas Markets

Event Information:

Date: Thursday, 13 May 2021

Time: 9:30am - 3:30pm

Available To: Members and Non Members

Member Price: £260.00+VAT

Non-Member Price: £370.00+VAT

Course Overview:

There are many ways to sell to overseas markets – from direct sales from the home country to more complex structures in target markets. Each market may require a different approach.

Do you know what makes your product successful in international markets? How do you decide which market entry option is best for your target market? This course explores the various routes to market, with a particular emphasis on Agents and Distributors and online sales as these are the most common options when entering a new market. We will also be highlighting some of the issues which may affect partner relationships in Europe resulting from the new trading terms from 1st January 2021.


  • Overview of options for routes to market
  • Advantages and disadvantages
  • Online Selling – getting it right
  • Implications for online selling in Europe in 2021
  • Agents and Distributors - role, type and classification
  • The importance of authority and territory
  • Partner profiling
  • Key legislation and contracts for agents and distributors
  • The implications of UK/EU separation on existing distributors in Europe
  • Pitfalls and practicalities when establishing an overseas presence.

Course Outcome:

By the end of the day delegates will have an understanding of their options for selling to overseas markets, along with practical considerations for an online presence.

This course is suitable for staff within an organisation that have a responsibility for negotiating business in overseas markets and/or processing export orders.

Who should attend:

This course is suitable for companies exporting and importing products to and from overseas markets (it is not relevant for service companies) – whether new to the process or simply wanting to update their knowledge. Everyone within an organisation is involved in some way, however those staff who have a greater responsibility for sales, purchasing, shipping and maintaining appropriate export/import records will benefit the most from participation.

About the Trainer:

Becky Stark has been an accredited member of the Institute of Export for twenty years and runs her own business, Stark Export Focus, delivering international trade support, advice and training to companies across the UK. Becky has extensive experience of delivering training for the DIT and British Chambers of Commerce, offering accredited and independent public and in-house courses which encompass both the practical and strategic aspects of international trade. She takes great pride in her interactive delivery style, the rapport she develops with delegates and the high levels of customer satisfaction.

Book Your Place

Submit your booking today using the form below.

NOTE: All fields are required