The names describe different activities
A distributor commonly buys goods from a manufacturer and resells them to customers, taking responsibility for its own stock and resale terms. A sales agent generally acts for a principal to help generate or negotiate sales under an agreed scope. An introducer identifies a potential match and connects the parties, with much less involvement in the ongoing sale.
Real contracts differ. One business might perform more than one function, and the label on its website does not determine its authority, legal obligations or fee. Define the work in writing rather than relying on a job title.
Ask who contracts, invoices and carries the risk
With a distributor, the customer may buy from the distributor. With an agency or introduction arrangement, the customer may contract directly with the manufacturer. Ask who sets prices, negotiates terms, handles samples, imports goods, holds stock, deals with complaints and carries credit risk.
Those answers affect margins, control of the customer relationship and the support required in the market. A manufacturer seeking warehousing and local after-sales service probably needs more than a simple introduction.
Define the customer and the reward
If a representative is paid for bringing business, record what triggers payment and which customers or opportunities are covered. Address existing accounts, duration, territory, repeat orders, termination and what happens if a lead does not progress. Exclusivity is a significant commercial decision; it should not be inferred from a conversation.
Specific arrangements can have legal consequences, including rules relevant to some agency relationships. Have a suitable lawyer review the agreement before you appoint someone or rely on a commission clause. This guide describes commercial distinctions, not legal advice.
Where Acorn fits
Acorn’s default role is independent research-led commercial origination and introductions. I look for a genuine buyer requirement, research manufacturers that appear capable and aim to agree a protected introduction position where appropriate before disclosing a valuable account. The manufacturer then handles technical advice, quotation, production and contract with the buyer.
If a different role is useful, it would need a separate, clear agreement. I would rather define a modest role accurately than use a grander title that obscures who does what.
PUT THIS TO WORK
Have a specific problem to solve?
See the relevant Acorn service and tell me what you know so far. I’ll be clear about what I can check and what needs a specialist.