Distribution and Supply Chain Agreements: Negotiating Local Relationships That Expand Market Access and Circumscribe Risk

Price: $224 OnDemand


Sign up today for an entire year of unlimited access to relevant, timely professional learning courses, including webinars, eLearning courses and OnDemand offerings, and keep your professional credits up to date. All for just $399.

Learn more about the subscription!



Independent sales intermediaries like distributors and sales representatives can help a company enter new markets abroad and grow a customer base for their products without the risks of direct investment required by establishing a local sales entity. However, problems can occur when a company wishes to terminate such relationships. The proper structuring of these relationships at the outset is pivotal to achieving a company's business goals while limiting exposure to risk and costly litigation.

The faculty presenting this program will discuss local dealer laws, arbitration, tips on agreement drafting and more with a focus on Europe, Latin America and Australia. They will provide practical solutions to common, real-world issues faced by companies today.

Educational Objectives:
• Understand best practices for counseling your clients entering into distribution agreements in European, Latin American, and Australian jurisdictions.
• Find out about the most significant risks to consider when expanding your global footprint.
• Learn tips for avoiding common mistakes made by companies expanding into new jurisdictions.

Who would benefit most from attending this program?
Corporate counsel including both generalists and attorneys specializing in corporate maintenance or with international expansion responsibilities.



As a partner in Baker & McKenzie’s Palo Alto, California office, Lothar Determann’s practice focuses on counseling companies on taking their products, data, intellectual property and contracts international as well as related commercial and compliance matters. Dr. Determann has been a member of the Association of German Public Law Professors since 1999, and he teaches data privacy law, computer law and internet law at the University of California, Berkeley School of Law (Boalt Hall), Hastings College of the Law, Freie Universität Berlin, and Stanford Law School. He frequently presents on international and intellectual property law topics and has authored more than 80 articles and treatise contributions as well as four books, including Determann’s Field Guide to International Data Privacy Law Compliance.

Dr. Determann is admitted to practice in Germany and California. He is recognized as one of the top 10 copyright attorneys in California by the San Francisco Daily Journal and as one of the top 25 intellectual property attorneys in California by the Los Angeles Daily Journal; listed in the World’s 250 Leading Patent and Technology Licensing Practitioners by the Intellectual Asset Management (IAM) Magazine; and ranked as a leading lawyer in Chambers USA, Legal 500 USA and California Super Lawyers.



Patrick Fair is a partner in the Sydney office of Baker & McKenzie, where he advises on information technology and telecommunications law. He is recognized for his extensive experience in privacy law, online content regulation, telecommunications regulation and broadcasting law. Mr. Fair is the leader of the firm's NBN working group. His practice focuses on information technology and telecommunications advisory work, and he has extensive experience in the conduct of due diligence investigations and negotiating transition services agreements for telecommunications and technology-related company and asset acquisitions.

Mr. Fair earned an LL.B. and a Bachelor of Economics, both from the University of Sydney. He is admitted to practice in New South Wales, Australia and is a member of the Copyright Society of Australia and the Society for Computers & the Law.


Jorge Gonzalez is a partner in his firm's Dallas office. He has considerable experience advising multinational corporations on a wide-range of cross-border business and commercial law issues. Mr. Gonzalez focuses his practice on cross-border M&A and joint venture transactions, global corporate reorganizations and restructuring projects, as well as cross-border commercial agreements. He also assists U.S. companies in the expansion of international operations through branches, subsidiaries and representative offices, as well as the maintenance and dissolution of such operations. On the commercial side, Mr. Gonzalez has particular expertise with international franchising, licensing and distribution agreements. He also has significant experience advising clients on international government tender processes and contracts, in particular in the oil and gas industry.

Mr. Gonzalez earned an LL.M. from the University of London, a J.D. from Southern Methodist University, and a B.A. from the University of Miami. He is admitted to practice in Texas.



Arne Gutermann, a partner in his firm's Brussels office, chairs Baker & McKenzie's European Trade & Commerce Practice Group as well as its Belgian counterpart. He formerly served as a part-time judge in the Brussels Commercial Court for 10 years. Mr. Gutermann is the co-author of Distribution and Agency Laws in Europe and of Standard Business Contracts in Belgium (now in its second edition). He gives regular speeches on all aspects of all types of commercial agreements, in different countries and for different audiences. Mr. Gutermann's practice focuses on the drafting, negotiating and, if need be, litigating of the full range of commercial contracts, such as distributorship and agency agreements, franchising, warehousing, consultancy, commission arrangements, licensing, toll-manufacturing agreements, operation and maintenance, joint development, logistics, consignment and outsourcing, among others. He is able to bring his judicial expertise in litigation into the drafting process and at the negotiation table.

Mr. Gutermann attended the Grannemann & Von Furstenberg Institut, earned an LL.M. from the University of Virginia, and a law degree from the Catholic University of Leuven. He is admitted to practice in Germany and Belgium.