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Go Global Exporting 201 – International Distribution Strategies: Foreign Agents & Distributors and Distribution Agreements

Session #4: Selecting Foreign Representatives and Negotiation Sales Agreements

When your company has found a prospective foreign representative, the next step is to negotiate a foreign sales agreement. There is certain information you need to provide, and many legal issues to consider.  In drafting the agreement, you must pay special attention to safeguarding your company’s interests in case the representative proves unsatisfactory.

Considerations to be covered:

  • Market Penetration Considerations – Evaluating Candidates for Foreign Representation, Representation and Distribution Agreements & Developing Overseas Representatives
  • What language should the contract be drafted in
  • Obtaining legal counsel
  • Establishing an escape clause or a certain term for the agreement
  • Designating Sales territory
  • Accountability measures for your representative/ “just cause” for termination
  • Pros/cons of exclusive vs. non-exclusive representation, selecting, screening
  • Motivating international reps/best practices when working with international reps

Scheduled Speakers:

  • Damon Claus. Castus Consulting. “Best practices when working with international reps.”
  • Susanne Cook. Dentons Cohen & Grigsby. “ International Business Contracts”

Export Discussion Lunch & Learn – May. 27 @ 12PM

Lunch & Learns will be focused on the prior session topic where participants meet for questions and answers. The sessions will help participants to develop a well thought out export strategy and how to execute it. Export plans help entrepreneurs understand the facts, constraints, and goals around an international effort. Written plans give a clear understanding of specific steps that need to be taken and help assure a commitment to exporting over the longer term. Without a plan, your business may overlook better long-term growth opportunities outside of the domestic market.  Sample Outline of an Export Plan to be used.


Please contact Brent Rondon, Sr. International Trade Consultant, at


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May 13, 2021
9:00 am - 10:00 am