It is crucially important to align on the pace at which you want to grow your brand and if your ambition fit the ones of the distributor. They might have a different plan and relegate your brand to a secondary place.
E.g. Often brand owners are overly ambitious with their yearly targets, sometimes they are also misled by their local distributors. It is essential to be realistic and mutually agree on targets that can be revised by both parties should some negative happens.