Navigating the complexities of distribution agreements can be one of the most critical—and challenging—steps for a growing craft brewery. This panel brings together two seasoned beverage alcohol attorneys who have years of successful negotiations with and against one another that resulted in fair, balanced, and mutually beneficial distribution launches and exits. Gain insights into key negotiation strategies, common legal pitfalls, and practical approaches to resolving tension points such as territory rights, termination clauses, and brand control. Whether you’re preparing for your first distribution deal, refining existing agreements, or preparing for an exit or distributor transition, this session will equip you with the tools to both advocate effectively and build lasting partnerships.

Learning Objectives:

• Learn what distributors care about most while identifying your own key needs prior to the relationship
• Understand how to negotiate a fair agreement built for the long term
• Identify how to navigate franchise laws and other sticky issues with creative solutions that preserve the long term relationship
• Learn how to tactfully plan for the end in a way that’s fair to both sides, without creating overly rigid or vague terms that will cause future conflict