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Product Description
The relationship with your agent or distributor can make the difference to the growth and profit of your export business. This relationship is not just about interpersonal roles, it is also about understanding how your business affects their business, and theirs yours. Effective management and motivation of your agent or distributor demands attention to detail; this book will introduce the principles of selecting, motivating and managing agents and distributors, and how to orient these partners in everyday business development, including: The roles of agents and distributors, how to profile the ideal partner, to appoint them, and how to maximise their profitability and growth through effective management and motivation; Understanding pitfalls and practical key skills needed to ensure continued success and growth; Developing frameworks for profiling, reporting and performing that can be applied and implemented within your own business; Looking towards business continuity and how to be prepared for changes; Trading issues that must be understood to ensure profitability. This book is relevant to anyone who is responsible for the appointment and management of agents and distributors, for those who are new to international trade and also for those who are more experienced and wish to review their approach to the management of their agents and distributors. This book is not developed from theory or textbook; all elements come from practical, current experience of working with agents and distributors within the international arena. The main focus is on international agents and distributors, however the information is relevant to most other types of international business partners including joint venture partners, licensees and fracnhisees.
About the Author
Gary Jennings is founder and managing director of GJ International Ltd, a business that specialises in working with companies to help them grow internationally. His specialities include working in all areas of a business to orient it to become a global player, delivering key note speeches on issues surrounding internationalisation of companies, and developing, writing and delivering training programmes covering topics related to profitably growing international trade. He has worked in international business development for the majority of his professional life and has a reputation for creativity and an intuitive understanding of what needs to be done to be successful. Gary takes a practical perspective: what he delivers is what he does in his own company, therefore he knows it works; he doesn't just tell people what he used to do. His knowledge and real life experience gained from many years of working with agents and distributors throughout the world, and his unique, inclusive approach, has led him to be recognised and respected as one of the key resources in all aspects of building international business with agents and distributors. He runs a free export resource website at www.exportingessentials.com. With a focus on profitably and effectively growing international business, he continues to be in demand for his international business development expertise from companies of all sizes throughout the world.
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