International Trade Webinar – Appointing and Managing Agents

12 March 2015

12.00pm – 12.45pm

The International Trade team through the Smart Exporter Programme are running a series of pilot webinars throughout February and March aimed to provide an overview on a range of technical aspects of exporting.

Smart Exporter is an international trade skills programme delivered by Highlands and Islands Enterprise in partnership with Scottish Development International (SDI) and supported by the European Regional Development Fund.

Who’s it for?

Our pilot webinars are targeted at Highlands and Islands companies who are thinking about or are new to exporting/international trade.


For companies involved in International Trade, it is likely that they will be required to use the services of intermediaries to access markets. In general terms, intermediaries in the sales activities of a company will take the role of an agent or a distributor. However there are variations on the role which may extend the involvement which the agent or distributor could undertake.

The role of an agent in International Trade is extremely important, and as such the selection of a good, reputable agent is of substantial benefit to the principal. As the agent is in effect representing the principal in the overseas market, the principal must use all due diligence to ensure that any agent appointed, will act in the full interests of the principal and not undertake any activity which may jeopardise the principal’s standing in the overseas market.

This short webinar will look at

  • The difference between an Agent and a Distributor
  • Factors to consider when appointing an agent
  • What due diligence should be considered when appointing an agent
  • How to manage an Agent effectively
  • A brief overview of legislative issues surrounding Agents


 This webinar will be delivered by Ewan Ramsay from the Inverness Chamber of Commerce.  Ewan is a highly experienced and adaptable project manager and International Trade consultant with over 16 years’ experience and Worked with a range of Scottish SME’s to develop their International Trade strategies.
His experience covers a range of sectors including water resources, wastewater, water industry investment, renewable energy, technology innovation, community development and International Development, working in a range of international markets and conditions from mainland Europe and North America to remote and rural markets such as Scandinavia (including the Arctic Circle) and Eastern Africa.


To register for the FREE webinar click here.


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