What terms should we negotiate for event sponsorship agreements, particularly around stock provision and revenue sharing?

Event sponsorship deals typically involve both product supply for on-site use and retail stock provision. One member's experience at a festival sponsorship: they supplied approximately 800 bottles of stock for cocktails served at the event, plus an additional 100 bottles for the festival to sell retail, with the organiser keeping all revenue from retail sales. Members reflected that this was generous in hindsight—providing stock for free while the event kept 100% of retail revenue felt like giving away upside. The arrangement was accepted partly due to personal relationships with the event organisers. Key considerations when negotiating: decide upfront how much complimentary stock for on-site use versus how much retail inventory the event gets, and clarify whether you share in revenue from retail sales or whether the event keeps it entirely. Members suggested being cautious about terms that give away significant stock without securing either revenue share or strong brand exposure/future benefits.