What is it?

This course increases an exports marketer’s value through showing how to implement an effective route to the identification, appointment and ongoing management between export agents and distributors. The course explores and identifies the “best fit” path of distribution in the chosen market as well as the different options available to the exporter. Skills and practices will be developed to ensure that the distribution will perform to the high standards agreed and that the distribution method will remain dynamic enough for any future changes in the market.

Why should I do it?

• to fully understand the process of product distribution
• to be able to recognise what skills are needed in the company
• to correctly delegate tasks to relevent members of staff 

• Assessing the market, market research methods & factors to be considered and addressed. Market research questionnaire.
• In-market assessment & market priorities, comparisons & setting objectives
• Planning – initial market research, market visit survey report, available distribution channel options (& identifying appropriate method for the company)
• Distributors & agents – using them, the different types, identifying & evaluating, selection criteria, appointing & managing D & A.
• Principle obligations & expectations, contract process (agreement samples), establishing performance criteria, importance of initial set up.
• Building partnerships, motivation, planning, communications, training activities, and marketing & sales activities, setting up essential contacts.
• Handling market fluctuations & changes, evaluating & monitoring distributor performance, reporting methods
• Marketing auditing processes