Agency and Distribution Agreements

If your business is looking to appoint agents or distributors, it is important that the paperwork is right.

It is also important when considering how best to market, sell or distribute your products to be aware of the difference, in legal and practical terms, between appointing an agent and a distributor.

Preparation of an agent agreement or distributor agreement helps focus on the practical and commercial issues needed to be considered when entering into such a relationship.

Roythornes' Company Commercial team can advise businesses entering into agency and distribution agreements, whether the terms offered are right and fair and can help to ensure that you understand the legal framework and negotiate an agreement that is right for you.

We frequently assist our clients to determine which option is best suited to their commercial objectives and draft and negotiate the relevant commercial agreement to ensure that they have as much legal protection as possible in their dealings with the agents and distributors they appoint.

What is a distributor?

A distributor purchases goods from a supplier or manufacturer and then sells them on to his customers, adding a margin to cover his own costs and profit (also called by some a distributorship agreement).

Distribution agreements

A distribution agreement is used when a supplier has no presence or representation in a particular market or country. It is important to have an agreement between the supplier and the distributor so that the terms between the parties are clear.

A distribution agreement has similarities to an agency agreement. However, the main difference is that the distributor enters into the contract with the end-user (customer) on his own behalf and the manufacturer is not involved, except by way of manufacturer’s guarantee or warranty and product liability.

There are exclusive, non-exclusive and sole distribution agreements. There are often also competition issues to be considered with exclusive and sole distribution agreements. These need to be more tightly drawn than a non-exclusive agreement because both parties have more at stake and the relationship is closer to that of a franchise.

If you are looking at international distribution agreements, you may need to take into account the laws and regulations of the end user country when drafting your agreement to ensure that you are protected for sales made in that country.

What is an agent?

An agent is an intermediary involved in making a contract between his principal and the principal's customer.

Agency agreements

You may wish to sell your product in a new sector by way of agents who have extensive knowledge of that sector.

There are different forms of agency agreements and there are more regulations that apply to agents than distributors. An agent may have authority to negotiate and enter into contracts on the principal’s behalf or they may be a representative of the principal but without authority of this kind. Each type of agency may be exclusive or non-exclusive. If it relates to the sale and purchase of goods, it is likely that the agency will be subject to the Commercial Agents Regulations. These regulations provide for methods of compensation to the agent if the principal terminates the relationship.

In both agency agreements and distribution contracts, there will be terms setting out the duration of the arrangement, the obligations of the parties, payment arrangements, intellectual property rights and what happens when the agreement ends. There may also be provisions relating to reporting, accounts and records, training, marketing and so on.

Examples of our agency and distribution agreement work:

Food: drafting agency agreements for distribution, through agents, of meat products - principally pork pies and sausage rolls, but other “cured” meats to small butchers throughout the UK.

Garden products: our client is the UK’s leading supplier of growing, garden living, wild bird care and pet care products. We drafted commercial agency agreements for distribution of all of their products throughout the UK into independent garden centres, through agents. We have also been involved in various ‘disputes’ to resolve the issue as to indemnity/compensation payments made to various agents on (i) death, (ii) sale of agencies and (iii) resignation, including the sale of agencies and High Court actions over quantification of indemnities, to include European law.

Garden furniture and barbeques: drafting agency agreements for distribution through agents of garden furniture and barbeques throughout the UK and were involved in negotiating compensation payment to agents who had no agreement in writing.

Fishing products: drafting agency agreements for distribution of products relating to fishing, including fishing rods, reels, clothing, luggage, accessories, etc.