Granting distributor exclusivity can be a powerful market entry tool, but it carries significant risks if not managed correctly. This episode explores how to structure robust distribution agreements by embedding specific Key Performance Indicators (KPIs) and strategic termination clauses to ensure accountability and protect your interests. We delve into the essential metrics and contractual safeguards that can make the difference between a thriving partnership and a costly mistake.
• Is an exclusive distributor agreement a golden ticket or a golden cage?
• What specific Key Performance Indicators (KPIs) must be in every MedTech distribution contract?
• How can you hold your distributor accountable for sales quotas and marketing spend?
• What is the critical difference between "termination for cause" and "termination for convenience"?
• Why might a "no-fault" termination clause be your most important contractual safeguard?
• How do you structure an agreement to prevent being locked in with an underperforming partner?
• What reporting requirements should you demand from your international distributors?
Ready to turn these insights into your competitive edge? Pure Global’s regulatory experts guide MedTech companies through every step of 30+ markets worldwide. Explore how we can accelerate your market entry at https://pureglobal.com or email info@pureglobal.com for tailored support.
