Rules for Negotiating Representative Agreements That Last
By Glen BalzerThere has never been a relationship between a supplier and a manufacturers’ representative that survived forever. With proper attention to detail when negotiating your next representative agreement, however, you may diminish the likelihood of a premature end to the relationship or costly litigation upon termination. Here are five rules to focus on when negotiating your next rep agreement.
Balance Pays Dividends
Sales reps and manufacturers sometimes seek to gain advantage over their partner by incorporating a bias into the rep agreement favoring the author and placing the other party at a disadvantage. This technique rarely enjoys the benefits desired. The … Read the rest