Getting to Market: Sales & Distribution Agreements - 2019

Originally presented on August 9, 2019

A product is only as successful as its distribution, only as profitable as it reaches the widest market possible. Most suppliers of goods rely on distributors to reach the market. Distributor agreements can come in a multitude of types, including wholesale and retail distribution agreements. Whatever the type, these agreements encompass a series of intricately interrelated provisions about the scope of products, the scope of the territory involved, exclusivity, pricing control, support in the form of marketing and training, supply guarantees, and much more. Success for both the supplier and the distributor depends on a thoughtfully planned and drafted agreement. This program will provide you with a practical guide to drafting the most essential provisions of distributor agreements.  

• Understanding distributor and supplier objectives – and how they can be harmonized
• Legal framework of distributor agreements
• Products covered and how they are defined and altered over time
• Exclusivity – territory and products
• Support – training, advertising, promotion
• Supply guarantees, timeliness of performance
• Pricing – who controls and antitrust considerations

Speaker: Joel R. Buckberg, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC, Nashville, TN

NOTE: This program was originally produced as a telephone seminar and is available on demand in streaming audio. This material qualifies for self-study credit only. Pursuant to Regulation 15.04.5, a lawyer may receive up to six hours of self-study credit in a reporting year. Self-study programs do not qualify for ethics or elimination of bias credit.