idi conference 2018 - idiproject.com · 10:10-10:40 case study: ... andrew loewinger, nixon peabody...

IDICONFERENCE2018Florence,8-9June2018

Managingandcontrollingdistributionattheretaillevel

Manufacturersareshowinganincreasedinterestinretaildistributionoftheirproducts.Whileinthepastthemainissuewastoorganizedistributionatthewholesale level,throughdistributors,withoutinterferingwiththewaytheproductsweresoldtotheconsumersattheretaillevel,inthelast50yearsthisattitudehassubstantiallychanged.Thus,manycompanieshavedeveloped franchisingand similardistributionmethodsbasedonauniformnetworkofone-brandshops,whileothershavedevelopedselectivedistributionsystemswithmulti-brandoutlets,wheretheirproductsaresoldincompliancewithcertainrequirements.WiththedevelopmentoftheInternet,andtheincreasedcapacityofretailerstoreachconsumersoutsidetheiroutlet,theneedforcontrol,intheframeworkofacontinuingrelationship,especiallythroughselectivedistribution,hasfurtherincreased.Thepurposeofthe2018IDIconferenceistoanalysethestrategicchoicestobemadewhenmov-ingtowardthecontrolofretaildistributiontogetherwithanumberoftopicalissuesregardingdis-tributionattheretaillevel(franchising,selectivedistributionandotherformsofagreementwithretailers).

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Friday8June2018 9:00-18:00

MORNINGSESSIONIdentifyingthemostappropriatestrategyforcontrollingretaildistribution

CHAIR FabioBortolotti,PresidentIDI,BuffaBortolotti&Mathis,Torino

8:30-9:00 Registration

9:00-9:20 WelcomeFabioBortolotti,PresidentIDIItaloBussoli,PresidentAssofranchising

9:20-9:40 Themainreasonsforcontrollingand/orinfluencingretaildistributionThereasonswhichinducesupplierstoinvolvethemselvesindistributionattheretaillevelaremanifold:pro-tectingbrandreputation,particularly for luxuryproducts;warrantinganappropriateservicetoconsumers;strengthening linkswithconsumers(e.g.forcollectingtheirdata,needs,preferences); influencingretailers'salespolicyinordertoassuretheircompliancewiththepolicyandimageofthedistributionnetwork.

MônicaVitorAlves,InternationalLegalManager,PaulInternational,Marcq-en-Baroeul

9:40-10:10 PANEL: The role of business consultants in deciding the appropriate strategy for getting andkeepingcontrolattheretaillevelLegalsolutionstobeadoptedbycompanieswiththeaimofstructuringanetworkofretailerswhichcanbecontrolledanddirectedby the suppliernecessarily imply the settingupof appropriatebusiness strategiesadaptedtothespecificindustry,product,market,country,etc.Apanelofbusinessconsultantsfromdifferent jurisdictionswillsharetheirexperience intheframeworkoffranchise,retaildistributionandselectivedistributionnetworks(includingon-lineandoff-line),withaprag-maticandconcreteapproachwith theaimofexplaininghowtoeffectively implement thehighest levelofcontrolonretailsalesandcustomers.

CHAIR:JohnPratt,HamiltonPratt,Warwick;IDIfranchisingcountryexpertforUKRaffaellaCòndina,Còndina&associati,Milan(franchising)FarrahRose,TheFranchiseCentre,York(franchising)AndreaMariaMeschia,3ios.r.l.,Milan(multi-branding)

10:10-10:40 CaseStudy:Distributionvs.franchising:prosandconswhenretailgoesinternationalfromale-galperspectiveLegalaspectsmayimpactsignificantlyaretailer’sdecisiontoenterintoaspecificforeignmarket.Sometimes,statutorylawsmaynotonlyinfluencebutevensupersedeotherstrategicaspectssuchasbrandcontrol,fi-nance,supplychain.Thiscasestudywilltrytohighlighttheconsiderationsandobstaclesaretaildistributionsystemmightfacewhenconsideringtheentryintoforeignmarketswithstatutoryregulationsonexpansionmodelssuchasfranchising.

MarcoHero,SchiedermairRechtsanwälte,FrankfurtamMain;IDIfranchisingcountryexpertforGermanyAndrewLoewinger,NixonPeabodyLLP,Washington,DC

10:40-11:00 Coffeebreak

11:00-11:20 ApportioningfinancialchargesbetweensupplierandretailerThe supplier can decide, according to the traditional approach, that the distributor/franchisee bears thegreatestpartofthefinancialcharges: leaseandequipmentofthepremises;paymentoftheproductssup-pliedforresale;royaltyandotherfees.Onthecontrary, inordertomakethedealmoreacceptabletothetypeofretailerhecanfindonthemarketforhisproducts,thesuppliermayleasethepremises,supplytheproducts on consignment, etc..With the second type of option the supplier keeps a part of the financialcharges,butgetsmorecontroloverthedistributor/franchisee,bycontrollingthestock,assortment, resaleprice(wheretheretailersellsonbehalfofthesupplier:e.g.throughcommissioncontract).

MagedAckad,AckadLawOffice,Cairo;IDIcountryexpertforEgypt

11:20-11:40 Directorindirectcontrolofanetworkofmono-brandretailers/franchisees?Whenenteringaforeignmarketthesuppliercanchoosebetweendirectorindirectcontrolofthelocalnet-work,accordingtothefollowingmainoptions:adirectrelationwiththeretailer(directunitfranchising;areadevelopmentagreement;arearepresentatives)oranindirectrelationship(masterfranchising,appointment

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ofretailersbylocaldistributoratconditionsfixedbythesupplier).Whataretheprosandconsofthetwoop-tions?In caseof indirect control,which strategies canbe followed?E.g.:managing sub-franchisees:obligationofmasterfranchiseetoimposestandardagreement,indirectcontroloversub-franchisees,meanstoavoidfran-chiseesleavingwithmasterfranchisee.

TaoXu,DLAPiper,WashingtonDC

11:40-12:10 PANEL:Establishingarelationshipwithmulti-brandretailers:themainstrategicissuesInrecenttimessuppliersshowagrowinginterestininfluencingthewaymulti-brandretailerssellandadver-tisetheirproducts.Thiscanbedone: (a)byestablishinga long-termrelationship,mainlythroughselectivedistribution contracts, corner franchising or similar agreements, (b) by simply requiring retailers, throughgeneralconditionsincludedinindividualsalescontracts,orbypoliciesestablishedunilaterallybythesupplier(e.g.MAAPPolicies)tofollowcertaincriteriawhenresellingthegoods.Compliancewithantitrustrulesplayanessentialroleinthisfield,especiallyintheEU(selectivedistribution),whiletheUSapproachappearstobemoreflexible.ThepanelwilldiscusstheprosandconsofthedifferentstrategiesinEuropeandintheUS.

CHAIR:FabioBortolotti,BuffaBortolotti&Mathis,Torino;IDIcountryexpertforItalyDavidKoch,PlaveKochPLC,RestonBeatriceGrifoni,SeniorLegalCounsel,ValentinoAntonioPapalino,SeniorLegalCounsel,L'OrealItalia

12:10-12:30 ImposingconditionsregardingresaleuponretailersthroughgeneralconditionsAccordingtoarecenttrend,suppliersaretryingtoimposeuponretailerscertainlimitationsmainly(butnotonly) concerning Internet sales, without entering into a specific long term supply contract, but simplythroughgeneralconditionsincludedintheindividualsalescontracts.Doesthispracticeamounttoanagreementwhichmustcomplywithantitrustrules?Andincaseofapositiveanswer,whichclausescomplywiththerulesoncompetitionandwhichnot?

SilviaBortolotti,BuffaBortolotti&Mathis,Torino,SecretaryGeneralIDI

12:30-13:00 Discussion

13:00-14:30 Lunch

AFTERNOONSESSIONHottopicsinretaildistribution

CHAIR DidierFerrier,ProfessorofLaw,UniversityofMontpellier;Vice-PresidentIDI,IDIcountryexpertforFrance

14:30-15:00 TheEuropeanCommission'spolicyregardingdistributionagreementsfollowingthee-commercesectorenquiry,withparticularreferencetothepossiblecoexistenceofparalleldistributionnetworksCompaniesdonotnecessarilychooseand followthesamedistributionmodelworldwideor in theEU,butmayhave recourse todifferent systems,dependingon thegeographical area,market, etc.Are there legalimplicationsorrestrictionsforthistypeofapproach?Howcantheyeffectivelycombineon-line,off-line,se-lective, exclusive, retail, franchise distribution? What are the implications of the new UE Regulation 302/2018ofFebruary28,2018ongeoblocking?

DidierFerrier,ProfessorofLaw,UniversityofMontpellier;Vice-PresidentIDI,IDIcountryexpertforFranceThomasKramler,EUCommission,HeadoftheDigitalSingleMarketTaskForce

15:00-15:20 Which limitationsregardingthe Internetcanbe imposedonmembersofaselectivenetwork?TheCotyjudgmentoftheEuropeanCourtofJusticeThesuppliersofproductsforwhichimage/reputationandmarketpositioningmustbewarrantedneedtobeabletopreventtheirproductsfrombeingsoldunderconditionswhichdonotcomplywiththeirimage.Forthispurpose,theymaysetupaselectivedistributionnetworkandimposeuponitsmembersarestraintonsalesontheInternetwhichmaynegativelyaffecttheirimage/reputation,likeinparticularthesalethroughmarketplaces.ThisissuehasbeenrecentlyaddressedintheCotycase,whichwillbediscussedinviewofitseffectsonfu-turedevelopments.

GinevraBruzzone,DeputyDirector-General,Assonime,Rome

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15:20-15:40

EffectivemanagementofresalepricingwithinthedistributionnetworkWhilstretailersmustgenerallybefreetofixtheirresaleprices,itisevidentthatexcessivepricedifferentia-tionandparticularlyaggressivepricingstrategiesthroughtheInternet,cannotbeacceptedbysuppliers.Supplierswhowishtomaintainaworkabledistributionsystemmustanalysepossiblesolutions.

• Structuringandre-structuringamanageablenetwork• Recommendedprices:howtousethemeffectively• Priceparityclauses,dynamicpricesandpricediscrimination• PricingonthirdpartyInternetplatforms• Directsalestoconsumersthroughretailers(consignmentsales,commissioncontract,contrattoes-

timatorio)

EdwardMiller,ReedSmith,LondonandParis;IDIagency&distributioncountryexpertforUK


16:10-16:30 LimitingfreeridingwithoutbreachingcompetitionrulesAny distribution network organised on a territorial basis needs to warrant a reasonable protection of itsmembersagainstcompetitionfromtheircolleaguesandatthesametimetopermitreasonableintra-brandcompetitionwithinthenetwork.Areasonablecompromisebetweenthesetwoneedshasbeenobtainedun-derEUcompetitionrulesthroughthedistinctionbetweenactiveandpassivesalesinthecontextofexclusivedistribution systems.However, thedevelopmentof on-line sales and the increaseof selectivedistributionsystemshassignificantlymodifiedthesituation.Whichmeansarestillatthedisposalofsupplierswhowanttodefendtheexistenceoftheirdistributionnet-worksagainstdisruptivepractices,alsoconsideringthenewrulesongeoblocking?

AldoFrignani,Frignani,Virano,associati,Torino

16:30-16:50 Collectingandmanagingcustomers'dataCollectingcustomers’datahasbecomeoneofthemainreasonsforcontrollingtheretaillevelofdistribution.Companiesusedifferentmeansandinstruments(e.g.loyaltyprograms,CRMsystems)togetinformationonthesaleshabits,preferences,tastesofthecustomers.Thefollowingelaborationanduseofthisinformationthroughthewholenetworkworldwide, inorderto implementcross-channelmarketing, isoneofthemaingoals.Whatarethebeststrategiestobeimplementedindistributionnetworks?FilippoMariaAndreani,BusinessDevelopment,Contracting&M&ALegalAffairs,HeadofCon-tracting&SpecialProjects, Pirelli&C.S.p.A.


GeneralMeetingofIDImembers 17:30-18:30Atthisgeneralmeeting,towhichnonmembersarealsoinvited,theofficersofIDIwillinformthemembersaboutthecurrentsituationofIDI,theresultsachievedin2017andtheplansforthefol-lowingyears. Alltheparticipantsarekindlyinvitedtoattend.

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Saturday9June 9:30–12:30

WorkshopsSessionWorkshop1:Therecoursetoarbitrationfordistributiondisputes.Thenecessaryconditionsforneutral, expeditedand cost-effective arbitrationproceedings,withparticular reference to theIDArbproject.Thereisgreatuncertaintyabouttheeffectivenessofarbitrationasameanstoresolvedisputesinthefieldofdistribution.Manybusinesspeoplebelievethatarbitrationistooexpensiveandcannotwarrantabetterresultthantherecoursetonationalcourts,especiallywithrespecttoclaimsoflimitedeconomicvalue.Thisisnotalwaystrue.Inmanycasesarbitrationcanwarrantamoreequitableandexpeditedresolutionofthedispute.Theactualproblemistounderstandwhenandunderwhichconditionsarbitrationcanbethemostappropriatesolution.ThisworkshopwillexaminetheprosandconsofarbitrationwithrespecttodistributionandinparticularthemeansofferedbytheIDArb-SCAIproject.

CHAIR FabioBortolotti,BuffaBortolotti&Mathis,Torino;PresidentIDI;ChairICCCommissiononCom-mercialLawandPractice(CLP);IDIcountryexpertforItaly

9:30-9:50 WhenisarbitrationtherightsolutionfordistributionThemainreasonsinfavourofarbitration:neutrality;choiceofarbitratorswithspecificexperienceindistribu-tion;limiteddurationoftheproceedings;lessformalprocedure;lessadversarialapproachwhichcanfavoursettlement.Meansformakingarbitrationmoreappropriatefordistribution:

• Favouringsettlementbeforearbitration:anemergingdevice:EarlyDisputeResolution (EDR)pro-cess.

• Reducingtimeandcoststhroughexpeditedarbitrationprocedures.

PeterR.Silverman,Shumaker,Toledo(USA)

9:50-10:10 Theimportanceofchoosingarbitratorswho"knowthebusiness"Distribution contracts (agency, distributorship, franchising) are commonly drafted and managed by non-lawyers,mainlysalesmanagers,withoutconsideringthe legal framework. It isnormalthattherelationshipevolves irrespective of such legal framework giving rise to contradictory situations: contractmodificationsmadeorally,notwithstandingtheobligationtorespectthewrittenform;saleofcompetingproductstolerat-edalthoughcontrarytothecontract,etc.Insuchacontext,thedisputecanbejudgedmorecorrectlybyanarbitratorwhounderstandsthebusinessandcanconsequentlyappreciatewhattherealintentofthepartiesis.Partiesshouldthereforetrytoidentifytheprofileofthearbitratortheychoose.ThisiswhyIDIsetup,incollaborationwithSCAI,theIDArblistofar-bitratorswithspecificexperienceinthefieldofdistribution.

StefanoPaoloCatelani,DupontdeNemoursInternational,GenevaSusanneMargossian,UPInternational,Geneva

10:10-10:40 TheIDArblistofarbitratorsTheIDArblistofarbitrators,containsthenamesofprospectivearbitratorshavingspecificexperienceinthefieldofdistribution(agency,distributorship,franchising,etc.).Theprospectivearbitratorsaredividedintwolists:listAforthosehavingarbitrationexperienceandlistBforthosewhohaveexperienceinthefieldofdis-tribution,andwhomaybeselectedaspartyarbitrators.Each“card”ofthelistcontainsbasicinformationincludingtheCVandadescriptionofthenumberofcasesinwhich theprospectivearbitratorhasbeen involved (asarbitrator,counselor in-house) inorder to indicatethetypeofexperiencemadeindistribution.ThelistisavailableontheIDIwebsiteat:http://www.idiproject.com/content/idarb-list-arbitrators.

Jean-PaulVulliéty,Lalive,Geneva


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11:00-11:20 TheparamountimportanceoforalevidenceSincedistributioncontractsoftenpresentagapbetweenthecontractclausesandthewaytheyareactuallyapplied,itisofutmostimportancetoestablishadirectcontactbetweentheparties(andtheirwitnesses)andthearbitrators,throughanevidentiaryhearingandtoavoidtheoptionofadecisionbasedondocumentson-ly.Themainissuestobeconsidered:thedifferencebetweenpartyrepresentativesandotherwitnesses;avoid-ing thatwitness statements limit the full presentationofevidenceduring thehearing; grantingequality incrossexaminationwhenlawyerswithdifferentlegalbackgroundsareinvolved.

DidierMatray,Matray,Matray&Hallet,Liége

11:20-12:00 PANEL:Theconditionsforaneffectiveexpeditedprocedure.Acomparisonofdifferentexperi-encesAnexpeditedprocedureimpliesareductionoftimeandcostswhichishighlyappreciatedbybusiness.Thisiswhy most arbitral institutions have introduced expedited procedures for claims not exceeding a certainamountofmoney.However,inordertoorganiseanefficientexpeditedproceduresolutionsmustbefoundwhichcanacceleratetheprocedurewithoutprejudicingtheparties'rightsofdefence.Themembersofthepanelwilldiscussanumberofcriticalaspects:theamountunderwhichtheexpeditedprocedureappliesautomatically;theappointmentofasolearbitratorandthepossibilitytoderogate;meanstosimplifyprocedureforassessingevidence(documentsonly?);deadlinesfortheissuanceoftheaward.

CHAIR:PascalHollander,HanotiauandvandenBerg,Brussels;IDIfranchisingcountryexpertforBelgiumMariaBeatriceDeli,ICCItaliaFrankSpoorenberg,TavernierTschanz;SCAI,GenevaFrancescaMazza,DIS,Berlin/Cologne

12:00-12:20 TheIDArbapproachtoexpeditedarbitrationfordistributiondisputesIDIhasestablished,incollaborationwiththeSwissChambers'ArbitrationInstitution(SCAI)anexpeditedarbi-trationprocedure,speciallyadaptedfordisputesinthefieldofdistribution(e.g.agencyanddistributorshipcontracts,franchising,etc.),underwhichdisputescanberesolvedbyanarbitratorwithspecificexperienceindistribution (whocanbe chosenwithin the IDArb listof arbitrators) andwithina shortperiodof time (sixmonths).TheIDArbExpeditedArbitrationClausebasedonthestandardclauseundertheSwissRules,includesasetofrecommendations("IDArbRecommendations”)tothepartiesandtothearbitratoraimedatfacilitatingtheexpeditedresolutionofdistributiondisputes.Theclauseisintendedprimarilyfordisputeswhichdonotex-ceedCHF1.000.000,butmayalsobeappropriateforhigheramounts.

FabioBortolotti,BuffaBortolotti&Mathis,Torino


Workshop2:Protectionandexploitationofdataindistributionnetworks.Gettinganeffectiveprotectionofdatahasneverbeenaneasytargetforcompaniessharingthemwiththemembersof their distributionnetworks. Recent legislative reforms (e.g. EUDirective2016/943onTradeSecrets,theUSFederalDefendTradeSecretsAct)seemtoprovidewithnewmeansofprotection,atleastforcertaincountries.Ontheotherhand,inseveraljurisdictionsprivacyrulesarebecomingmorestringent(e.g.theEUPrivacyRegulation2016/679),particularlywithrespecttocustomers’data.Companiesarenowrequiredtofindtherightbalancebetweenthesetwoaspects.

CHAIR DidierFerrier,ProfessorofLaw,UniversityofMontpellier;Vice-PresidentIDI,IDIcountryexpertforFrance

9:30-10:00 PANEL:Whoisthe“owner”ofthecustomers’data?Theprotectionofcustomers’data,fromthemanufacturer/franchisor’sperspectivecanbegrantedthroughtheapplicationofdifferentlegalnotions,i.e.intellectualpropertyrulesapplicabletotradesecrets;databases(copyright);unfair competition rulesetc.Which is themosteffectiveprotection?Whathappenswhen thecontractwith the retailer is terminated?What rights can the retailer/franchisee claimover the data aftersuchmoment?

CHAIR:China-PaulJones,Jones&co.,Toronto;IDIfranchisingcountryexpertforChinaItaly-GiorgiaArmanni,GeneralCounselFurla

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USA-MichaelK.Lindsey,Steinbrecher&SpanLLP,LosAngeles

10:00-10:20 Onlineprofilingandcrosschannelmarketing:theneedtocomplywithprivacyrulesTrackingthecustomers'overallactivityonlinethroughcookies,fingerprintingandotherprofilingtechniquestosendadvertisingmessagesinlinewiththeuser’sonlinenavigationandcrosschanneladvertisingarethelatestmarketingtrends.Suchtechniquesmustcomplywithprivacylawrequirementsandfirstofalltheneedofadequate informationandconsent.Anoutlookof technical and legal requirements indifferent jurisdic-tions.

MariaelenaGiorcelli,BuffaBortolotti&Mathis,Torino(oncookies)EmmanuelleBehr,Redlink,France(oncrosschannelmarketing)

10:20-10:40 ManagingCRMincompliancewithprivacyrulesMost companies use CRM systems in their distribution networks allowing them to collect, elaborate andsharethedatabetweenallthemembersofthenetworkworldwide.Thesubsequenttransferofsuchdatatothecompanyandtheissuesofownershipoverthemareincreasingdisputesbetweenmembersofthenet-works,inadditiontoconfidentialityandprivacyissues(see,thenewEUPrivacyRegulation2016/679).Howtoeffectivelycomplywiththeprivacyrulesconcerningthecollectionandtransferofdatabetweendifferentjurisdictions?

CarlaVecchini,Regulatory&CorporateAffairs,Bulgari


11:10-11:30 Preservingconfidentialityoftradesecretsandknow-howThemainmeanscompaniesuseforprotectingtheirtradesecrets(whichalsoincludescustomers’data)con-cern,ontheonehand,thecontractualprovisionsappliedtothemembersofthedistributionnetworkand,ontheotherhand,complianceprogramsimplementedwithinthecompany,thegroupandthenetwork.ThenewDirectiveonTradeSecrets(2016/943)givesimportantelementsinthisrespect.Whatarethemostim-portantaspectstobeconsideredinordertoassureaneffectiveprotection?

MercedesClavell,ArcoAbogados,Barcelona;IDIfranchisingcountryexpertforSpain

11:30-12:00 PANEL:HowtoeffectivelyprotecttradesecretsinCourtdisputesDiscovery, injunction,seizures,damagesawardetc.:theremediesavailabletoprotectknow-howaccordingtothecaselawofdifferentjurisdictionsandthelatestlegislativereforms(thenewEUDirective2016/943ontradesecrets,theUSFederalDefendTradeSecretsAct).Theriskoflosingconfidentialityofthetradesecretsinthecourseofthelegalproceedingmayjeopardisetheeffectivenessofthemeasures,proceduresprovidedfor.Discoveryvsconfidentiality:howtofindtherightbalance.

CHAIR:MarcoVenturello,VenturelloeBottarini,Avvocati,TorinoNatalmaMcKnew,SmithMooreLeatherwoodLLP,Greenville(USA)ClaudiaSantosCruz,MoraisLeitão,GalvãoTeles,SoaresdaSilva&Associados,Lisbon;IDIfranchi-singcountryexpertforPortugal


Workshop 3:Managing non conformity and other products’ claims, in coordination with thesalesnetwork.Manufacturers selling theirproducts internationally facedifferent typesof liabilities, concerningpossibledefectsornon-conformityof theproducts, product liability, contractual guarantees, consumerprotection rules etc., that varydependingonthespecificjurisdictions,orwhetherthesaleismadeB2BorB2C.Atthesametime,morethanbefore,companiesaredelegating thedistributionof theirproducts indifferent jurisdictions to thirdparties:wholesaledis-tributors,master/direct franchisees, third partiesmanaging themanufacturer’s e-commercewebsite;marketplacesandplatformsetc. In this framework, it isnotalwayseasy toallocate liabilitiesbetween themembersof the salesnetwork,tosetupuniformstandardrules limitingthemanufacturer’s liabilities,and, finally, tosatisfythefinalcus-tomer.Thisworkshopaimsatexchangingdifferentviewsandexperiencesontheseissues.

CHAIR JaapVanTill,Loyal,Amsterdam;IDIagency&distributioncountryexpertforNetherlands

9:30-9:50 Thesupplier'sliabilityfornon-conformity/defectsinhisqualityasseller(introduction)UndertheCISGandmostnationallawsthesupplierisresponsibletowardshispurchasersforpossibledefects

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(non-conformity)ofthegoodssupplied,andhisbuyerwillinturnberesponsibletowardshispurchaser,andsoonuntiltheenduser.Inthiscontextthepartyinvokingnon-conformitymustbringaclaimagainsthissell-erandthelattercaninturnreverttothepreviousseller(exceptinlegalsystems-likeFrance-whichpermitadirectactiontowardsthepartyresponsibleforthedefect).Suppliersmaymodifythesesituationsbyshiftingtheirliabilitytotheirbuyers,e.g.byexcludingtheliabilityfornon-conformity inthecontractwiththeirdistributors/importers,ormaydecidetogiveaguaranteefordefectsdirectlytotheenduser,whowillbeentitledtoreplacementorrepairbythesupplierand/orhisnet-work.Finally,suppliersmayspecifytheirobligationsincaseofnon-conforminggoodsthroughawarranty,inordertoreduceorincreasetheirliabilitiesdependingonthespecificcharacteristicsandneedsoftheirproducts.Thesethreeaspectswillbetreatedmoreindetailinthefollowingpresentations.

MarcelFontaine,UniversitécatholiquedeLouvain,Louvain-la-Neuve

9:50-10:10 TheallocationofliabilitiesfornonconformityclaimsbetweenthemembersofthenetworkInanetworkcomposedofdistributors/importersthemanufacturermaydecidetoshifthisliabilityfornon-conformitytothedistributors,requestingthemtofulfiltherespectiveobligationsaccordingtohisdirections.Hemayimposetherespectiveconditionsofguaranteetobegrantedbythedistributorandprovidehimwiththeinformation(assistance,training,etc.)andmeans(spareparts,replacementproducts)necessaryforper-formingsuchactivity.Thespeakerwillsharehisexperienceonpossibleproblemsandstrategiesinthisrespect.

StefanoRovej,LegalCounselIveco,Torino

10:10-10:30 EstablishingspecificconditionsofguaranteeingeneralconditionsofsaleIncertainindustries(machinery,equipment,etc.)itiscommonthattheproducerincludesinhisconditionsofsaleaguaranteespecifyinghisobligationsincaseofnon-conforminggoods.Suchguaranteewillnormallystatetheremediesgranted(repair,assistance,replacement)andtheconditionsforitseffectiveness(periodofguarantee,timelynotificationofdefects).Thisguaranteenormallyprovidesconditionswhicharemoreappropriateforthespecificneedsofthetypeofproductssoldandisintendedtoreplacetheseller'sliabilityotherwiseapplicableundertheapplicablelaw.Itisthereforeessentialtoaccuratelydrafttheclausewhichexcludestheliabilityprovidedbylawbyreplacingitwiththecontractualguarantee.Itisalsoimportanttomakesurethatthelimitationsofliabilitycontainedinthegeneralconditionsareeffectiveundertheapplicabledomesticlaw.

ErcumentErdem,Erdem&Erdem,Istanbul;IDIcountryexpertforagency&distributioninTurkey


11:00-11:20 EstablishingadirectrelationshipbetweensupplierandenduserthroughacontractualwarrantyWithrespecttoconsumergoods,manufacturerstendtoprovideadirectwarrantytotheenduser,whowillbeentitledtoreplacementorrepairbythesupplierand/orhisnetwork.Thisimpliesthatthemanufacturermustorganizethenecessarylogisticsforperformingtheservice(repair,replacement)totheendusersanddeterminetheconditionswhichmustbeobservedbytheend-userinordertoavailhimselfoftheguarantee(durationoftheguarantee,proofofthedateofpurchase,etc.).WithintheEUtheconditionsofguaranteetotheconsumerareeffectiveonlyiftheycomplywiththedomes-ticlawsimplementingtheEUdirective1999/44/EConconsumerguarantees(rightoftheconsumertohavenon-conforming goods replacedor repairedby the seller, for aperiodof two years from thedateof pur-chase).

SilviaBortolotti,BuffaBortolotti&Mathis,Torino

11:20-11:40 ProvidinguniformconditionsofwarrantyworldwideManufacturersneedtoestablish,asfaraspossible,uniformconditionsofguaranteeapplicableinthevariouscountrieswheretheirproductsaresold.AsregardsB2Bsales(i.e.therelationsallkindsofresellers(import-ers, distributors, etc.) this can be done by submitting their contracts of sale to the uniform law on sales(CISG)whichisinforceinmostcountriesoftheworld.However,ifthewarrantyisincludedingeneralcondi-tions of sale, they should checkwhether possible limitations of liability are effective under the applicabledomesticlaw(sincethevalidityofgeneralconditionsisnotcoveredbytheCISG).As regards sales to consumers (an issue that arises when the manufacturer sells directly to consumersthroughthe),manufacturerswillneedtocheckcomplianceoftheconditionsofsale(includingtheguaran-tee)withthedomesticconsumerprotectionlaws(note:theICCistryingtoestablishuniformconditionsofsaleforB2Csales).

JaapVanTill,Loyal,Amsterdam;IDIagency&distributioncountryexpertforNetherlands

11:40-12:20 PANEL:FacingproductliabilityclaimsProductliabilityistheworstnightmareforallcompaniesdealinginternationallyandparticularlyincertainju-risdictions(e.g.theUnitedStatesofAmerica).Isinsurancetheonlypossiblesolution?Whataretheprecau-tionstobetakeninordertobesurethatinsuranceeffectivelyandentirelycoversallpossibleclaims?Whatcanbethebeststrategiesandhowcanmanufacturers,withinthelimitimposedbyinternationallymandato-

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ryrules,protectthemselves?

CHAIR:IgnacioAlonso,EvenAbogados,Madrid;IDIagency&distributioncountryexpertforSpainLeslieThiele,WhitemanOsterman&Hanna,Albany,NewYork;IDIagency&distributioncountryexpertforU.S.A.Lawrence Guo, ZhongLunW&D Law Firm, Beijing; IDI agency& distribution country expert forChinaNadiaElBaroudi-Kostrikis,Hajji&Associate,CasablancaIDIcountryexpertforMorocco


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ConferenceSocialProgram

Thursday7June2018-Welcomecocktail 6:00pmIDIispleasedtoofferawelcomecocktailforalltheattendants.

Venue:PalazzoBorghese,SaladegliSpecchiViaGhibellina110n50122FirenzeWe kindly ask you to confirm your participation by se-lectingtherelevantboxintheregistrationform.

Thursday7June2018-Speakers/Expertsdinner 8:30pmIDI invitesall theconferencespeakersand the IDI country experts toan informaldinner,after thewel-comecocktail.Venue:CortedeiPazzi-TrattoriaBorgodegliAlbizi54/R50122FirenzeIfyouareeitheranIDIcountryexpertoraspeakeroftheconferenceplease,confirmyourparticipationbyselectingtherelevantboxintheregistrationform.WekindlyremindyouthatthiseventisreservedonlytotheIDIexpertsandconferencespeakerswhohavepreviouslybookedaplace.

Friday8June2018-GalaDinner 8:00pmGalaDinneratPalazzoBorghese.

Venue:PalazzoBorghese,GalleriaMonumentaleViaGhibellina110n50122FirenzeReservationsshouldbemadeatyourearliestcon-venience,duetothelimitednumberofplaces.

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PracticalInformationConferencevenuePalazzoBorgheseViaGhibellina110n,50122Florence(Italy)Language:EnglishDocumentation:AUSBstickcontainingalldocumentsdiscussedattheconference.Fees800€ firstparticipant400€ forIDImembers(subscribers)havingpaidtheiryearlysubscriptionfee300€ foradditionalparticipantswithinthesamepremisesofthesameorganisationasthefirstparticipant(i.e.havingthesameaddressandVATcode)200€ forIDIcountryexpertsAssofranchisingMembers:30%ofdiscountonthetotalamount.Thefeeincludescoffeebreak,lunchanddocumentation.GaladinnerVenue:PalazzoBorghese,GalleriaMonumentale.100€ perperson.Please,rememberthatplacesarelimitedandmustbereservedintime.Please,add22%(VAT)toyourpayment(applicableforbothItalianandforeignparticipants)

ContinuingLegalEducation/ContinuingProfessionalDevelopmentCreditsThisconferencehasbeenaccreditedforCPD/CLE.Inordertorequestanattendancecertificate,please,sendanemailtoedi-torial.board@idiproject.com.RegistrationandcancellationRegistrationon-line: Registrationcanbemadeat:www.idiproject.com/conferences/registrationRegistrationbyEmail-Fax: Please,fillintheregistrationform,andsenditbyfaxorbyemailto:

IDIProjectSrl,viaAlfieri19,10121Turin(Italy)fax:+390115741141Email:[email protected]

Payment: Registrationonline:Creditcardorbanktransfer.Afterhavingcompletedthepayment,youwillreceiveaconfirmationofyourregistrationbye-mail.Registrationby faxorbyemail:bank transfer only.Confirmationofyour registrationwillbesentafterhavingreceivedtheregistrationformtogetherwiththeevidenceofthepayment.Forbanktransferpayment,thepaymentshouldbetransferredwithnocosttoIDI.NOCHEQUEPAYMENTSWILLBEACCEPTED.

Cancellation CancellationrequestreceivedinwritingtoIDIProjectonorbefore29May2018willbesubjecttoa20%administrationchargeofthetotalfeespaid.Afterthatdatenorefundsarepossible.

DressCodeTheconferencedresscodeisbusinessattireforworkingsessionsandsmartcasualforsocialevents.HotelAccommodationHotel Brunelleschi *****: www.hotelbrunelleschi.it, Piazza Sant'Elisabetta 3. Please send an email at: [email protected]:+3905527370specifyingthatyouwillattendteIDIannualconference2018.TheroomsshallbebookedwithinMarch31,2018.BorghesePalaceArthotel****:ViaGhibellina174/r.SOLDOUTGrandHotelCavour****:http://www.albergocavour.it/,viadelProconsolo3.SOLDOUTHotelPlusFlorence***:https://www.plushostels.com/it/plusflorence,viaS.Caterinad'Alessandria15.SOLDOUTWekindlyinformyouthat,sincemanyothereventstakeplaceinFlorenceonthesamedatesoftheIDIconference,sugge-stedhotels-withtheexceptionofHotelBrunelleschi-arefullybooked.Alternativesolutionsforaccommodationmaybestillavailablethroughotherchannels.Thereforewestronglysuggesttobookyourhotelassoonaspossible.

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REGISTRATIONFORM

FirstName.............................................................................LastName................................................................……..Company...............................................................Address...............................................................................……………

ZIP/Postalcode...........................................................................City.............................................………………………….Country....................................................................ValueAddedTax(VAT)Code...................................………………….E-mail.....................................................................Phone...................................................Fax..........................…………

WORKSHOPS:(Saturday,9June2018):

Pleasespecifytowhichworkshopyouwouldliketoattend(onlyoneperperson):

! IwillattendtheFIRSTWORKSHOP(Therecoursetoarbitrationfordistributiondisputes)

! IwillattendtheSECONDWORKSHOP(Protectionandexploitationofdataindistributionnetworks)

! IwillattendtheTHIRDWORKSHOP(Managingnonconformityandotherproducts’claims)

SOCIALEVENTS:

! IwillattendtheWELCOMECOCKTAILofThursday7June2018(freeofcharge)

! IwillattendtheSPEAKERS/EXPERTS'DINNERofThursday7June2018(freeofcharge,reservedtotheIDIcountryexpertsandconferencespeakersonly)

FEES:(incaseofmoreparticipants,pleasefillinaseparateformforeachparticipant)

IDIConference

Galadinner

TOTALAMOUNT:

! €800:Firstparticipant

! €400:IDImember(subscriber),havingavalidsubscriptiononthedayoftheconference! €300:Additionalparticipant! €200:IDIcountryexpert! AssofranchisingMembership:30%ofdiscountonthetotalamount.! €100:Ticketforthegaladinner(please,specifythenumberoftickets:…..)

Pleaseadd22%(VAT)toyourpaymentforbothItalianandforeignparticipants.€:............

PAYMENT: Pleasemakeabanktransfermarked«8-9June2018Conference»,includingaclearreferencetothenameoftheparticipant.ThepaymentshouldbetransferredwithnocosttoIDIatthefollowingac-count:

Bank:BancaSella,PiazzaCastello,Torino(Italy)AccountName:IDIProjects.r.l.AccountNumber:052879649600ABI:03268CAB:01000IBAN:IT86X0326801000052879649600SWIFT:SELBIT2B

NOCHEQUESpaymentsareACCEPTED

Pleasecompletethisformandreturnit,withyourpaymentmadeoutto:

IDIProjectSrl, ViaAlfieri19, 10121Torino(Italy) Fax:+390115741141

Date..................... Signature...................................................

PRIVACY:AllpersonalinformationisprocessedbyIDIconfidentiallyandincompliancewiththeprovisionscontainedintheItalianLegislativeDecree196of2003.Allpersonalinformationstoredonoursystemissecuredagainstunauthorisedaccess.AllusersmayexercisetheirsrightsprovidedbyArticle7ofDlgs196/2003,bysendingarequestto:[email protected]

idi conference 2018 - idiproject.com · 10:10-10:40 case study: ... andrew loewinger, nixon peabody...

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