The Electronic Components Industry Association (ECIA), Atlanta GA, announces the availability of a ‘Model Representative Agreement’, as a solid starting point for negotiating equitable business relationships between channel partners.
The document provides basic draft provisions for representatives and manufacturers to use as models for their own agreements. The association has a similar model agreement for distributors and their suppliers.
A committee of ECIA members has worked diligently to provide input and review each suggested clause. The document covers areas of responsibility, products, territories, remuneration, and more. In addition to the Model Agreement clauses, the document addresses best practices for adapting the agreement to each party’s individual business needs and circumstances.
Mike Swenson, Mel Foster Company, chaired the committee, which included Chris Beeson, Digi-Key Corp.; Rick Bortles, Elcom Sales; Mark Conley, O’Donnell Associates North; Steve Cummins, Panasonic Electric Works; Jim Harper, Harper & Two; Todd McAtee, Mouser Electronics; Dave Norris, Norris & Associates; Greg Pace, Ohmite Manufacturing Company; Jim Sandrolini, Intel Corp.; and Albert Vazquez, Crydom.
“The committee involved in producing this document has worked for a year to vet the suggested provisions; we owe them a debt of gratitude”, said Robin B. Gray, Jr., ECIA President. “Their willingness to work through the idiosyncrasies in this agreement shows the spirit of the association – channel partners working toward a common goal.”
"The new ECIA Model Rep Agreement will be extremely helpful to the electronics industry", agrees Committee Chair Mike Swenson. "The agreement was developed with input from distributors, manufacturers and representatives. All parties contributing gave the agreement a balanced view on key areas. The guidelines and best practices will be very helpful going forward."
Committee member Jim Harper adds that, “This is a wonderful, universal document that can be easily interpreted by any principal.”
ECIA was formed in 2011 by uniting the National Electronic Distributors Association (NEDA) and the Electronic Components Association (ECA). ECIA members are involved in the development of industry guidelines, EIA technical standards and unique component market statistics reports.