Expert Witness Blog
Sales expert witness Glen Balzer is a widely published author on distributor and representative relationships and agreements, as well as sales organizations and commissions. Here he writes on traits of successful representative agreements.
Mature suppliers and representatives do not treat each other as the junior partner in a representative partnership. When a partner is able to insert a biased clause into the agreement, it must be because the other partner has less experience in terms of drafting and negotiating representative agreements. Remember that the junior partner will ultimately learn that a biased agreement is to its disadvantage. Keep bias out of the agreement and ensure that the relative power of the supplier and representative is balanced.