ICC BootCamp 8

Distribution, overseas operations & managing agents

8a. Distribution Channels & Contracts

Each market offers certain opportunities and each opportunity needs to be supported by legal obligations and understandings.

As distribution channels vary, we cover all areas starting from the traditional aspects of distribution agreements and agencies to the increasingly important areas of licensing and joint ventures that support skills and services industries. Overview of market entry methods.

You’ll leave with a clear understanding of:

  • What will a Distributor want from you?
  • Distributorship contracts
  • What criteria would you use to select a distributor?
  • Selection and motivation
  • Contractual implications

8b. Managing Overseas Operations

The first thing to investigate is the legal aspect of the operation and its legal entity. Once this is understood the full potential of the operation can be exploited. Managing staff or agents working on your behalf is an art form covering many cultural aspects of etiquette and human nature. We will examine how best to set up an overseas operation and what processes should be in place to manage the situation.

You’ll leave with a clear understanding of:

  • Overview of the options open to businesses in overseas operations
  • Setting up an overseas operation
  • Managing an overseas operation
  • How to build a successful overseas operation remotely

And also ………

8c. Managing Agents in Europe and Around the World

In some countries you will find the best route to market is to use an agent. This is a very specific type of contract especially if you set up a agent in Europe, which is home to the Commercial Agents Directive. We’ll explain how this can be achieved successfully with check list and advice on how to selection the best person for the job, anywhere in the world.

You’ll leave with a clear understanding of:

Using agents is one of the best ways to grow cost effectively but a company must understand how to operate in this way and also the full legal implications of the agreement.

  • Definitions & Terms
  • Advantages & Disadvantages
  • Location and Law
  • Expectation
  • Selection
  • Monitoring Performance
  • Management & Motivation
  • Contract

Essential Kit from ICC WBO Publications

These are offered exclusively from the ICC UK at a 20% discount when booking using EBC001 Promo code.

Distribution & Sales

  • Model contract on Distribution
  • Model contract on selective distribution
  • Model contract on transfer technology
  • Model contract on mergers & acquisitions
  • Model contract subcontract
  • Contract of Sale of manufactured goods

Contract of sale

  • Model contract commercial agency
  • Model contract Occasional intermediary
  • Model contract consulting services
  • Model contract international consulting services
  • Model contract turnkey and industrial plant
  • Drafting & negotiating commercial contract
  • Legal handbook on global sourcing
  • Hardship force majeure
  • Agreed
  • Business guide to trade & investment
  • Incoterms® 2020

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