Import & Export Enabling International Trade

The Distributor Contract – How to be in control

Event Information:

Venue: Commerce House, Millennium Way, Dunston Road, Chesterfield, S41 8ND, Derbyshire

Date: Wednesday, 20 May 2020

Time: 9:00am - 4:30pm

Available To: Members and Non Members

Member Price: £139.00+VAT

Non-Member Price: £199.00+VAT


The independent channel partner be it a distributor or agent, is entrepreneurial by nature and has long been an enigma for many companies who want to export.

As people are trained in various management techniques, we often attempt to exercise the same business practice and controls in overseas markets as we do within our domestic market and within our companies and corporations. Too often, the results are or can be frustrating.

Formalising relationships with your chosen partners by means of an agreement is vital in establishing responsibilities, obligations and a level of security and protection. The course will help you understand why agreements are needed and what should be covered in such agreements.

Workshop programme in detail:

a) How does one get to the point of signing an agreement?
b) Why do we need contracts and how important are they to you?
c) Areas to consider for inclusion into a distributor contract.
d) A ‘Deep Dive’ into these inclusions.
e) Breach of contract and how to deal with it.
f) Termination – the process.
g) Commercial Agents Regulations 1993 & EU Competition Law
h) Distributor contract post Brexit – Does it affect your current contract?
i) Top tips when considering formalising a relationship with an agreement.
j) The effect of culture when negotiating in international business.

Course outcome: Objectives and Deliverables

  • Provide an understanding of what should be included in your distributor contract.

  • How to deal with contract breaches when they happen.

  • How to manage and minimise complications during the termination process.

  • An understanding of regulatory aspects of EU competition and Agency Laws.

  • How global culture affects how we approach agreement process.

Who should attend:

Managers who are new to export or anyone who is responsible for developing, managing and implementing distribution network channels.

About the trainer:

Keith W. Jones MIEx, F.I.B.M.S. CPD, is the M.D. and owner of an export consultancy
company called Link Me Ltd. He and has over 30yrs experience in export, providing training
courses on all aspects of exporting from the first steps to formalising your relationships with
channel partner contracts.

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