30-second answer
Commission disputes are rarely only about the percentage. More common questions involve signature vs. collection triggers, returns, global accounts, cross-period orders and tail commissions after a customer is taken direct.
Applied situation (illustrative)
Consider a brand–distributor distribution scenario: An agent introduced a buyer who places the final order after the agency relationship ends. Both sides claim the sale belongs to them; the lead history, causation and post-term commission clause deserve separate analysis.
Classify the problem before calling everything “breach”
What the brand should focus on
Brands should define commissionable revenue and align CRM, finance and channel policy. A CRM that credits the distributor while finance uses another attribution rule is a classic dispute generator.
What the distributor/agent should focus on
Distributors should preserve lead source, first contact, material sales activity and contribution to closing. Simply asserting “this is my customer” is rarely enough.
Clauses and records to check
- Introduced customer
- Commission trigger
- Post-term orders
- Credit notes
- Audit right
Trace the buyer introduction through quotation and final order; a post-term sale does not answer causation by itself. Compare both sides’ records before assigning blame: the brand sees channel and receivables exposure, while the partner sees stock, customers and sunk investment. A workable exit must address both.
Additional point for Brand vs Distributor – Dual Perspective
Separate legal entitlement, available evidence, commercial leverage and recoverable assets. A brand may focus on channel control and receivables while its distributor focuses on inventory, customers and unrecovered investment; both positions need support from the agreement and actual performance.
Financial exposure and response options
Rebuild the ledger by customer, order date, payment receipt and agreed trigger, including post-term transactions.
Settlement terms worth writing down
For this brand–distributor arrangement, write down how introduced customer, post-term orders and audit right will be handled. Set dates and responsibilities for payment or handover, and state what happens if an agreed step is missed.