28 ANALYTICAL AND LABORATORY EQUIPMENT
10 tips for
Patricia Barclay offers her top tips for international distribution agreements
ip 1. Make sure you have the correct legal name and address for the company with which you are entering into the agreement and that it has assets sufficient to back its obligations to you. Check out its experience and don’t be shy in following up references. You may wish to trade only with the parent company or to require a parent company guarantee.
ip 2. Be very clear as to whether this is a distribution agreement
T
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– the partner buys goods from you at their own risk and sells them on to third parties taking
It pays to take expert advice concerning international trade agreements if you plan to sell lab products into the global marketplace
global trading T
the margin as its reward – or an agency whereby the partner markets goods on your behalf but the actual contract of sale is between you and the third party with the partner being rewarded by a commission. Many countries have very different rules depending on what sort of relationship is in place
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ip 3. Ensure that forecasting and ordering patterns fit in with your
manufacturing cycle and that orders are in line with batch and packaging size, especially if some element of customisation is required. Where customisation is required consider how the costs
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