All Insights
Guide / Kernel Co. GmbH
Distributor or Strategic Representation?
A practical distinction between distribution and ongoing commercial coordination.
A distributor buys and resells products. Strategic representation supports ongoing market communication, counterpart development and coordination around a defined objective. Neither model is universally preferable.
The choice depends on the product, the level of technical explanation required, the desired control over market information and the responsibilities each party can realistically assume.
Scope, reporting, decision rights and conflicts of interest should be clear. Legal and tax implications require appropriately qualified advice.