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Export Training – Routes To Market

In: Training
Members & Non Member
January 15, 8:30 am - 12:30 pm GMT
Innovation Centre Medway, Maidstone Road, Chatham
Tea/Coffee - Breakfast Rolls

Appointing & Working with Agents / Distributors Overseas & Intro to Applying for Authorised Economic Operator Status

Understanding the differences between Agents and Distributors and which is more suitable to products or services. Motivating good performance and monitoring outputs. (With particular reference to planning for a post Brexit world).

Delegates will be able to Select, Appoint and work with overseas representatives to maximise potential sales in export markets.

Who should attend?

  • Managing Director’s
  • Sales Directors
  • Sales Managers
  • Sales representatives
  • Personnel travelling overseas on behalf of the company conducting sales
  • Sales Personnel involved in an administrative and support capacity

Market Entry Methods and Representation:

An overview of the main methods of market entry including direct, agents, distributors, associate networks, strategic partnerships, manufacture under license, joint ventures and multiple methods. The importance of international agreements, how the product or service will influence the market entry method and which is best for you.

Distributors and Distributor Agreements:

An overview of the role of distributors, essential preparation, distributor profiles, finding, appointing, motivating, working well with distributors and multiple distributors in a market. An introduction to Distributor agreements, legal issues and terminating a distributor.

Authorised Economic Operator Status:

With Brexit looming we will also take a look at the process for applying to achieve Authorised Economic Operator status.


The course will be presented by Graham Card MIEx (Grad) International Trade Adviser at the Kent Invicta Chamber of Commerce.

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