Distribution Agreements


11 avril 2023

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Distribution agreements are contracts that allow manufacturers to distribute their products through third-party distributors or retailers. These agreements are crucial for ensuring that manufacturers can sell their products to a wider audience and expand their market reach. In this article, we’ll take a closer look at distribution agreements, including what they are, how they work, and what factors businesses should consider before entering into such agreements.

What is a distribution agreement?

A distribution agreement is a legal contract between a manufacturer and a distributor. The agreement defines the terms of the relationship between the two parties, including the products being distributed, the territories in which the distributor can sell the products, and the prices at which the distributor can sell the products.

How does a distribution agreement work?

When a manufacturer enters into a distribution agreement, they give a third party the right to sell their products. The distributor is responsible for marketing and selling the products to customers, while the manufacturer is responsible for producing and delivering the products to the distributor.

What are the benefits of a distribution agreement?

Distribution agreements offer several benefits for manufacturers, including:

1. Access to new markets: Distributors can help manufacturers access new markets and reach new customers.

2. Expanded market reach: Distributors can help manufacturers expand their market reach by selling products through retail outlets, online marketplaces, and other channels.

3. Reduced risk: Distributors can help manufacturers reduce their risk by taking on the responsibility of marketing and selling products.

What are the factors to consider before entering into a distribution agreement?

Before entering into a distribution agreement, manufacturers should consider the following factors:

1. Territory: Manufacturers should define the territory in which the distributor can sell their products.

2. Exclusivity: Manufacturers should consider whether they want to grant the distributor exclusivity in the defined territory.

3. Term: Manufacturers should define the term of the agreement, including the start and end dates.

4. Termination: Manufacturers should define the circumstances under which they can terminate the agreement.

5. Performance: Manufacturers should define the performance requirements that the distributor must meet, including sales targets and marketing activities.


Distribution agreements are an essential tool for manufacturers looking to expand their market reach and sell their products to a wider audience. By defining the terms of the relationship between the manufacturer and the distributor, these agreements help ensure that both parties understand their rights and responsibilities. By considering the factors outlined in this article, manufacturers can enter into distribution agreements that work for their business and help them grow.


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