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Agents and Distributors Masterclass
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Agents and Distributors Masterclass

Learn how to find, select, manage and motivate your agents and distributors more effectively, overcome common challenges and make them a profitable resource for your business.

When: Wednesday 21 March 2012
From 5:00 until 8:00 PM
Where: Pera Innovation Park Conference Centre
Melton Mowbray
Leicester, Leicestershire  LE13 0PB
United Kingdom
Contact: emita
01332 826424

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The information provided in presentations is for guidance only and is no substitute for legal and other professional advice. EMITA does not accept responsibility for the opinions expressed by speakers


To view the presentations from the event, please click here. 

* Please note that you have to be an emita member to have access to the presentations.

Please click here to view the flyer (pdf)

Learn how to find, select, manage and motivate your agents and distributors more effectively, overcome common challenges and make them a profitable resource for your business.


About the event

Whether you are exporting for the first time or looking to expand into new international markets, working with agents and distributors can be a very effective channel for selling to your customers.


An established agent or distributor with a local network and knowledge of the territory can provide you with immediate access to your target market. But how do you find the right partner and make them a profitable resource for your business?


Join us at this masterclass to learn from our experts’ tried and tested ways to select, manage and motivate your agents and distributors, ensuring they become an invaluable extension to your sales force. Benefit from receiving guidance and advice on:


  • The roles of agents and distributors, together with the advantages and disadvantages of each;

  • Profiling your agent or distributor;

  • Identifying and appointing your partner;

  • Setting up agency and distribution agreements, including EU Directive considerations;

  • Effectively managing and getting the most out of your agent or distributor;

  • Terminating agreements and resolving disputes with unproductive partners.


There will also be an opportunity to hear a regional company’s first hand practical experience of working with agents and distributors, including an insight into their selection process; the challenges they have faced and how they’ve overcome them; tips on motivating partners and the rewards they have reaped from building strong relationships.


Should you have specific queries relating to agent and distributor agreements, you can book a one to one meeting to discuss these with our legal specialists Challinors prior to the masterclass.


Don’t miss out on the practical support available to assist you to succeed in the international marketplace and book your place today.




17h00          Registration and light refreshments


17h30          Welcome and introduction


17h35          Building business with agents and distributors

Dick Brentnall, DB International Training


18h35          Agent and distributor contractual agreements: What you need to know

                     Andrew Shipley, Consultant Solicitor, Dispute Resolution, Challinors Solicitors


19h00          Working with agents and distributors: A company’s perspective

                     Keith Lambourne MBE, Export Director, ACO International


19h20          Question and answer session


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East Midlands International Trade Association (emita) is a company limited by guarantee and is registered in England and Wales under company number 5568876. Registered office:3 Barrow Road  Sileby  LE12 7LW

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