Selling your products or services directly to customers in a foreign market may not be the most effective method of penetrating an export market. It may be better to approach somebody who already has a market presence: a local distributor, agent or trading partner, who trades in the same sector (who may or may not already represent a competitor) as they are likely to have first-hand knowledge of the market in question.

We can assist by advising on the best sources for finding a suitable partner and by drafting and negotiating a suitable agency, distributorship or representation agreement.

You may also wish to change or terminate the agreement with your local partner. We can advise you on the best way of doing this and of reducing the risk of compensation claims.

Work experience/case studies:

• We advised a Bristol based manufacturer of electronic components on their appointment of a distributor in Spain.
• We acted for pump manufacturer in South Wales in connection with their appointment of a licensee in Iran to manufacture and distribute under licence.
• We were instructed by a Spanish fertiliser manufacturer which wished to reorganise its distribution arrangements for the UK. They needed to terminate a 25 year contract in order to appoint a group company and increase the group´s profile in the UK market.