Buiding Business with Agents and Distributors

Fülszöveg

The relationship with your agent-ór distributor can make the difference to the growth and profit of your export business. This relationship is not just about interpersonal roles, it is 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 introduces 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, profiling the ideal partner and maximising profitability and growth through effective management and motivation.
• Understanding pitfalls, trading issues and practical key skills needed for continued success and profitable growth.
• Using frameworks that can be applied and implemented within your own business.
• Business continuity and how to be prepared for changes.
This is^piot a theory or text book; all... Tovább

Fülszöveg

The relationship with your agent-ór distributor can make the difference to the growth and profit of your export business. This relationship is not just about interpersonal roles, it is 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 introduces 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, profiling the ideal partner and maximising profitability and growth through effective management and motivation.
• Understanding pitfalls, trading issues and practical key skills needed for continued success and profitable growth.
• Using frameworks that can be applied and implemented within your own business.
• Business continuity and how to be prepared for changes.
This is^piot a theory or text book; all elements come from practical, current experience of working with agents and distributors within the international arena. It is relevant to anyone who is responsible for working with 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.
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 franchisees.
Gary Jennings has worked in international business development for the majority of his professional life. He has a reputation for creativity and an intuitive understanding of what needs to be done to be successful.
He takes a practical perspective, as he says "I deliver what I do in my own company, therefore I know it works; I don't just tell people what I 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. Vissza