S E M I N A R
Sales and Distribution
Negotiating and drafting: Successful strategies
Why attend? What particular issues are raised in FACULTY
Sales of products are the lifeblood of many distributing software, commercial products, Jason C. Gish, Esq., Chair
businesses. In order for such companies to raw materials and other products, and in TLG Law Group, Newton
grow and be successful they must increase domestic, international, on-line and other Eric P. Damon, Esq.
product sales and profits. However, most distribution methods. IBM, Cambridge
companies do not have the resources, or do Agenda and written materials Alexander H. Pyle, Esq.
not find it cost efficient, to sell their products Sheehan Phinney Bass & Green, PA, Boston
directly in all of the available and potentially Legal Background
UCC issues; Antitrust law issues; Export DATE AND LOCATION
attractive markets. This is especially true for
young technology companies that are controls and considerations for Tuesday, July 11, 2006
international transactions. This segment 9 a.m. – 1 p.m.
prevalent in the New England area. As a
helps you identify and understand the MCLE Conference Center,
result, companies often focus on developing Ten Winter Place, via Winter Street,
relationships with third parties that can assist background of legal rules that impact sales
in the sale and distribution of their products. and distribution arrangements.
The success of these relationships can be Sales Agency Agreements SEMINAR NO. 2060377P01
crucial to the success of a business. But Rationale for sales agency agreements;
designing and implementing a sales and Fundamentals of sales agency agreements; TUITION includes written materials
distribution strategy raises a variety of legal Key terms in sales agency agreements; MCLE Sponsor Members . . . . . .$165
issues, and there are traps for the unwary that Practical considerations when drafting and Pending Admittees, New Lawyers
negotiating sales agency agreements. This Admitted to the Bar after 2001,
can unravel even a well-planned strategy.
segment helps you understand sales agency Law Students, Paralegals or
This program explores the traits of
agreements and provides an excellent Legal Services Attorneys . . . . . . .$165
successful (and unsuccessful) sales and
background (along with the written MBA/BBA Members . . . . . . . . . . .$175
distribution strategies, and looks in depth at All Others . . . . . . . . . . . . . . . . . . .$195
the important terms of sales and distribution materials) for reviewing, drafting and
agreements. The seminar is for business, negotiating sales agency agreements.
intellectual property and licensing lawyers Distribution Agreements 4 Substantive Credits
involved in sales and distribution Rationale for distribution agreements;
transactions, and non-lawyer negotiators Fundamentals of distribution agreements;
(such as business development executives and Key terms in distribution agreements; CAN’T ATTEND?
contracts managers). Our experienced faculty Practical considerations when drafting and Available after June 18
explains what you need to know to negotiate negotiating distribution agreements. This Written Materials . . . . . . . . . . . $95
both simple and complex arrangements, segment helps you understand distribution e
avoid traps in these transactions and help agreements and provides an excellent Audiocassettes or CD . . . . . . . $135
clients develop long-term sales and background (along with the written ]
distribution strategies. Attend this program materials) for reviewing, drafting and
and learn how to handle sophisticated sales negotiating distribution agreements.
and distribution agreement issues with Other Structures
confidence. Supply agreements; OEM agreements; VAR
Program attendees receive written materials agreements; Support agreements. The
containing a variety of sample agreements faculty discuss other sales and distribution
and checklists to help negotiate and draft structures, and the impact of new
sales and distribution agreements. distribution technologies on traditional
You will learn... Traps for the Unwary
Why companies choose a particular sales or Identify traps for the unwary that arise in
distribution structure sales and distribution agreements and how
How to develop successful sales they can be addressed. This segment also
representative strategies addresses special issues raised by particular
How to develop successful distributor products, such as software, commercial
strategies products, raw materials and other products.
How to identify and address key legal issues “Ask the Experts” Question & Answer
in sales and distribution agreements Session