Establishing & Managing International Channel Relationships

Most exporters depend on channel partners, such as distributors or sales reps, to generate sales in overseas markets. In fact, an exporter’s success in an overseas market is often directly tied to the effectiveness of the company’s channel partner in that market. 

Effectively negotiating and structuring contracts with these partners is equally critical for achieving profits and growth while minimizing confusion, disputes and poor performance.  This webinar will provide tips for finding reliable overseas partners and providing the support and motivation they need in order to effectively generate sales. 

The webinar will also provide guidance for achieving a win-win agreement and relationship with overseas channel partners. Specific topics to be discussed include identifying, qualifying, managing, supporting and motivating overseas channel partners; effectively managing contract negotiations; sales and performance requirements; exclusivity; essential contract elements; dispute resolution alternatives and more. 

The program will also include real-world examples and best practices from an exporting firm who will discuss its strategies for success. This webinar will benefit top management, international sales and marketing staff, export operations staff, and in-house counsel.