Working with agents and distributors
In this section you will find checklists and guides to help you select and work with the right in-market representation, form effective partnerships and draw up robust legal agreements that provide strong protection and manage relationship risks.
You may be uncertain about whether you are an agent or a distributor. An agent is a representative of the exporter while a distributor is a customer of the exporter.
This guide offers tips and strategies for selecting agents and distributors to represent your product or service in-market.
A preferred supplier relationship can have benefits for both exporters and their overseas customers, if certain conditions are met.
Selecting a distributor is one of the most critical decisions an exporter will make. A distribution agreement is a legal contract between an exporter and a distributor.
A finder’s fee is paid in return for leads that result in product sales - a written agreement wil cover fees, payment terms and more.
An exporter may lack the resources to get a new product to international markets. One option is to sign a licence agreement but these can be difficult to negotiate and often become unstuck.
An international agency agreement is a contract between a supplier and an independent sales agent acting for them in-market.
