This Practice Note is a ‘how to’ guide on appointing a distributor. It includes a summary of what distribution is, an explanation of alternative routes to market, what to consider before selecting a distributor and practical guidance on negotiating a distribution contract. What is a distributor? Distribution is an arrangement under which party A, the distributor, buys goods from party B, a manufacturer, wholesaler or reseller, and resells them on its own behalf. Distribution is commonly used where a manufacturer needs help in bringing products to a particular market; for example, in an overseas territory with which the manufacturer is not sufficiently familiar or connected, or where the manufacturer does not have (and does not wish to maintain) a customer-facing market presence. A distributor buys from a manufacturer and sells to the customer as an independent contractor, applying a mark-up to the manufacturer's sale price. For this reason, a distributor is referred to as a reseller in some jurisdictions. Title to the products concerned passes to the distributor, and the distributor, not the manufacturer, has