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Negotiating and Structuring International Distribution Contracts

Resource Partner Event
Apr 11
NOTE: This event has expired.

Negotiating and Structuring International Distribution Contracts

Export Assistance

April 11, 2014 | 11:00 am EDT - 1:00 pm EDT

This is an online event

Massachusetts Export Center


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Many exporters rely heavily on partners, such as distributors or agents, to generate sales in overseas markets. For exporters, effectively negotiating and structuring contracts with these partners is critical for achieving profits and growth while minimizing confusion, disputes and poor performance in overseas markets. How do you achieve a win-win agreement and relationship with your overseas partners? When should and when shouldn’t exclusivity be used as a motivational tool? How can exporters protect themselves in relationships with underperforming partners? This seminar will provide guidance for negotiating and structuring contracts with overseas partners, with an eye towards ensuring that the best interests of the exporter are protected. Specific issues to be discussed include: getting buy-in from exporter top management and overseas partners; effectively managing contract negotiations; sales and performance requirements; exclusivity; essential contract elements; dispute resolution and more. This program will include real-world examples and best practices from an actively exporting firm – Randolph Engineering. Speakers include: • Gil Breiman, Partner & Co-Chair, International Practice – Burns & Levinson LLP • Ekene Ofodile, Senior Vice President, Sales & Marketing – Randolph Engineering, Inc. • Rick Waszkiewicz, Director of Sales Operations – Randolph Engineering, Inc.