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‘Scorched Earth’ Tactics Burn Both the Manufacturer and Its Legal Counsel

‘Scorched Earth’ Tactics Burn Both the Manufacturer and Its Legal Counsel

by Adam J. Glazer | Aug 3, 2022 | Sales Rep Articles

“Effective sales reps are the lifeblood of this market.” U.S. District Judge R. Brooks Jackson was describing how medical implants manufacturers deploy sales reps with not only the character traits to develop relationships with surgeons, but also the medical knowledge...

Creating a mess by sweeping one state’s carefully considered rep statute under another state’s rug

by Adam J. Glazer | Nov 8, 2021 | Sales Rep Articles

In the course of selecting noteworthy judicial decisions involving independent reps to feature in this column, some stand out as significant rep wins with legal principles worth sharing, some comprise notable losses from which lessons can be learned, and some, like...

When is a sales representative not a sales representative?

by Adam J. Glazer | Aug 16, 2021 | Sales Rep Articles

TAkstrom Imports Inc. raised several interesting arguments in defense of the claims brought by Minnesota sales representative Kinneberg Management Group (KMG), including that, as a Canadian distributor, it was not subject to the jurisdiction of a Minnesota federal...

Toying with rep over post-termination commissions ends in ‘game over’ for opportunistic principal

by Adam J. Glazer | Oct 26, 2020 | Sales Rep Articles

Tech 4 Kids Inc. makes toys but was unable to play to U.S. retailers.So T4K reached an oral agreement with Northern Group Inc., an independent sales representative with offices in the Midwest, to promote its toy products. With no T4K market share, the parties...

Hell Hath No Fury Like a Principal Scorned

by Adam J. Glazer | Aug 3, 2020 | Sales Rep Articles

In the lengthy annals of sales rep-principal relationships ending badly, the shabby treatment Eliot Essagof received from his principal deserves exceedingly prominent mention.The business of Essagof and his Connecticut sales rep firm, Trade Links LLC, doesn’t roll...
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