Local agents in the Asia/Pacific markets

Question posted by Marc Bennett, on behalf of Retriever Sports in SL2

I run a Darts manufacturing company based in the UK, and we are looking to get more customers in the Asia/Pacific markets. I would like to find a trustworthy agent to sell our products, do you have any advice on how to go about finding someone?
Thank you

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I work for UK Trade and Investment and cover the sports and leisure sector, We could certainly help you with an agent or distributor search in the Far East. If you want to meet up in the New Year, I would happily do so and explain how our organisation assists companies with international trade development. If you want to do that you can drop me an email directly at roger.figg@uktisoutheast.com and I will send you some further information about how we help companies and suggest a meeting date. I gather from the first part of your postcode that you are based somewhere near Slough. Look forward to hearing back from you.

Kind Regards

Roger Figg

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Sarah Womack, on behalf of UK Trade & Investment Qatar in Qatar.

Dear Marc,

I work for UK trade and Investment in Doha, Qatar. The market for your product is likely to be very small in Qatar. However without further research I cannot provide you with an accurate answer. If you still wish to look further into this market we would be more than willing to assist you. Please feel free to use my email address and to send a company brochure for us to provide you with a more detailed response.

Kind Regards

Sarah Womack | Trade & Investment Officer |
UK Trade & Investment, British Embassy | PO Box 3 | Doha | Qatar | Tel: +974 4496 2078 | E-mail: Sarah.Womack@fco.gov.uk |

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We've just published an article with a few guidance notes you might find useful. http://exporting-made-easy.com/2013/01/04/how-to-choose-an-agent-for-export/

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Please can I assume that you have already identified the Asia/Pacific markets you wish to enter and your only concern is finding the right partner
Do you wish to appoint an agent or a distributor as there is a difference and I apologise in advance if you are already familiar with this

An export agent is an intermediary who acts on behalf of a company to open up or develop an overseas market . Export agents are usually paid a commission on all sales and may require exclusive rights in a particular geographic area or country. A good agent should know local market conditions and should have other valuable information that can be used to mutual benefit however an agent will rarely buy or hold stock.

Some agency agreements can be difficult to terminate therfore their terms and conditions need some careful consideration when being drafted and may require some legal involvement.

However in contrast a distributor buys products or product lines, warehouses them, and resells them to retailers or direct to the end users or customers. Some distributors provide strong manpower and cash support to the supplier or manufacturer's promotional efforts. They can also provide a range of services (such as product information, estimates, technical support, after-sales services, credit) to their customers.

Drafting terms and conditions for a distributor agreement is far simpler, usually requires no legal involvement and can be signed by a representative of both companies.

Choosing the right partner can be a challenge therefore I have produced a simple check list in the form of a powerpoint presentation detailing the attributes to look for and the questions to ask, also a draft distributor agreement that outlines terms and conditions that could be useful.

Should you feel that this information could be useful I will forward it to you.

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David Eales, on behalf of Excel Shipping Limited in Hornchurch.

Dear Marc

We are a shipping agent and can help with the export of your products so if you need any help in shipping or prices then please contact us.

Kind regards
Dave Eales
Excel Shipping Limited
Tel 01708 515151
e mail davide@excelshipping.com

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