I had a question about exclusive territory contracts by a small company trying to get started. Here are some things to think about relating to exclusive sales territories.
1) only do one territory until they have proven themselves.
2) get their sales forecast as well as their marketing expense forecast. Bottom line is that you are after sales, not exposure.
3) get both of these on a monthly schedule so that if they don’t do what they say, you have the option to bow out of the relationship without a lot of hassle. The way life works, you can pretty much count on somebody really awesome coming along a day after you sign a one year exclusive contract. You need options that are easy to take – so plan for obstacles and opportunities up front.
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