Manufacturers and suppliers
Suppliers need control over territory, brand and customer relationships.
Distribution agreements in Germany · Berlin · advising across Germany
Distribution agreements in Germany
Distribution agreements shape territory, customer access and compensation. Ambiguous roles quickly lead to commercial and legal friction.
Who it is for
For suppliers, providers and sales partners.
Agency, distribution and strategic cooperation models create different duties and different consequences on termination.
Distributors
Distributors need clear margins, targets and protection for their investment.
Sales leadership
Sales teams need a model that fits direct and indirect channels.
Advice
Rules for launch, operation and exit.
Territory, obligations, compensation, reporting and termination scenarios are designed as one commercial relationship.
Model and territory
Agency, distribution and cooperation models allocate customer access and responsibility differently.
- Classify the roles and sales model
- Define territory, customers and exclusivity
- Account for direct and online sales
Remuneration and targets
Commission, margin and targets need clear calculations, including returns and follow-on business.
- Define payment basis and timing
- Set realistic targets and reporting
- Address cancellation and repeat orders
Term and termination
End-of-contract rules affect customer data, remaining stock and unpaid remuneration.
- Align term and termination rights
- Assess settlement and compensation questions
- Plan customer transition and remaining duties
Contact
Preparing a new sales partnership?
Share the model, territory and core commercial terms. I can assist with drafting, review or negotiation.
How we work
Clarify the sales model before drafting clauses.
Roles and commercial expectations are defined first, providing the basis for a document ready to negotiate.
Request counselDefine the sales model
Roles, territory, customer access and existing channels are set out before drafting.
Design the economics
Pay, targets, exclusivity and reporting are checked against operations.
Test termination
Open business, customer data and remaining duties are addressed before signing.
Your contact: Dr. Philipp Lerch, attorney · Content last updated: 24 September 2026
Dr. Philipp LerchAttorney · Berlin
Profile
Legal precision meets commercial understanding.
As an attorney with experience at an international business law firm and an additional background in computer science, I combine corporate law expertise with a clear understanding of business models, processes, and technology.
- Former attorney at Hogan Lovells International LLP
- Two German honours examinations with a focus on commercial and corporate law
- Dr. jur. and LL.M. Corporate and Commercial Law, University of Sheffield
- B.Sc. Computer Science, Free University of Berlin
FAQ
Frequently asked questions
What belongs in a distribution agreement?
Territory, customer groups, exclusivity, commission, targets, brand use and reporting should match the chosen sales model. Term and termination consequences also matter.
How should sales targets be drafted?
Targets need a measurable basis, period and clear consequences. They should be realistic in light of exclusivity, supply capability and the distributor’s influence.
What should be addressed at termination?
Open orders, customer data, brand material, stock and post-term duties may matter. Whether statutory compensation issues arise depends on the actual model.
Contact
Preparing a new sales partnership?
Share the model, territory and core commercial terms. I can assist with drafting, review or negotiation.