idi conference 2018 · andrew loewinger, nixon peabody llp, denver ... beatrice grifoni, legal...

IDICONFERENCE2018Florence,8-9June2018

Managingandcontrollingdistributionattheretaillevel

Manufacturers are showing an increased interest in retail distribution of their products.Whileinthepastthemainissuewastoorganizedistributionatthewholesalelevel,throughdistributors,withoutinterferingwiththewaytheproductsweresoldtotheconsumerattheretaillevel,inthelast50yearsthisattitudehassubstantiallychanged.

Thus,manycompanieshavedeveloped franchisingandsimilardistributionmethodsbasedonauniformnetworkofone-brandshops,whileothershavedevelopedselectivedistribu-tionsystemswithmulti-brandoutlets,wheretheirproductsaresoldincompliancewithcer-tainrequirements.Withthedevelopmentofinternet,andtheincreasedcapacityofretailerstoreachconsumersoutsidetheiroutlet,theneedforcontrol,intheframeworkofacontin-uativerelationship,especiallythroughselectivedistribution,hasfurtherincreased.

Thepurposeofthe2018IDIconferenceistoanalysethestrategicchoicestobemadewhenmovingtowardsacontrolofretaildistributiontogetherwithanumberoftopicalissuesre-gardingdistributionattheretaillevel(franchising,selectivedistributionandotherformsofagreementwithretailers).

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Friday8June2018 9:00-18:00

TITLE

MORNINGSESSIONIdentifyingthemostappropriatestrategyforcontrollingretaildistribution

CHAIR FabioBortolotti,PresidentIDI,BuffaBortolotti&Mathis,Torino

08:30-09:00 Registration

09:00-09:20 WelcomeFabioBortolotti,PresidentIDIItaloBussoli,PresidentAssofranchising

09:20-09:40 ThemainreasonsforcontrollingandorinfluencingretaildistributionThereasonswhichinducesupplierstoinvolvethemselvesindistributionattheretaillevelaremanifold: protecting brand reputation, particularly for luxury products;warranting an appro-priateservicetoconsumers;strengtheninglinkswithconsumers(e.g.forcollectingtheirdata,needs,preferences); influencingretailers' salespolicy inorder towarrant itscompliancewiththepolicyandimageofthedistributionnetwork.

Mônica Vitor Alves, International Legal Manager, Paul International, Marcq-en-Baroeul

09:40-10:10 PANEL:Theroleofbusinessconsultantsindecidingtheappropriatestrategyforget-tingandkeepingcontrolattheretaillevelLegalsolutionstobeadoptedbycompanieswiththeaimofstructuringanetworkofretailerswhichcanbecontrolledanddirectedbythesuppliernecessarilyimplythesettingupofappro-priatebusinessstrategiesadaptedtothespecificindustry,product,market,country,etc.A panel of business consultants of different jurisdictions will share their experience in theframeworkoffranchise,retaildistributionandselectivedistributionnetworks(includingon-lineandoff-line),withapragmaticandconcreteapproachwiththeaimofexplaininghowtoeffec-tivelyimplementthehighestlevelofcontrolonretailsalesandcustomers

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:prosandconswhenretailgoesinternation-alfromalegalperspectiveLegalaspectsmayimpactsignificantlyaretailer’sdecisiontoenterintoaspecificfor-eignmarket. Sometimes, statutory lawsmaynotonly influencebuteven supersedeother strategicaspects suchasbrandcontrol, finance, supply chain.This case studywilltrytohighlighttheconsiderationsandobstaclesaretaildistributionsystemmightfacewhenconsideringtoenterintoforeignmarketswithstatutoryregulationsonex-pansionmodelssuchasfranchising.CHAIR:Marco Hero, SGPRechtsanwälte,Munich; IDI franchising country expert forGermanyAndrewLoewinger,NixonPeabodyLLP,Denver

10:40-11:00 Coffeebreak

11:00-11:20 Secondoption:apportioningfinancialchargesbetweensupplierandretailerThesuppliercandecide,accordingtothetraditionalapproach,thatthedistributor/franchiseebearsthegreatestpartofthefinancialcharges:leaseandequipmentofthepremises;paymentoftheproductssuppliedforresale;royaltyandotherfees.Onthecontrary, inordertomakethedealmoreacceptabletothetypeofretailerhecanfindonthemarketforhisproducts,thesuppliermay lease thepremises, supply theproductson consignment, etc..With the secondtypeofoptionthesupplierkeepsapartofthefinancialcharges,butgetsmorecontroloverthe

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distributor/franchisee, by controlling the stock, assortment, resale price (where the retailersellsonbehalfofthesupplier(e.g.commissioncontract).

MagedAckad,AckadLawOffice,Cairo;IDIcountryexpertforEgypt

11:20-11:40 Third option: direct or indirect control of a network of mono-brand retail-ers/franchisees?Whenenteringaforeignmarketthesuppliercanchoosebetweenadirectorindirectcontrolofthe localnetwork,according to the followingmainoptions:adirect relationwith the retailer(directunitfranchising;areadevelopmentagreement;arearepresentatives)oranindirectrela-tionship(masterfranchising,appointmentofretailersbylocaldistributoratconditionsfixedbythesupplier.Whataretheprosandconsofthetwooptions?Incaseofindirectcontrol,whichmeanscanbeusedtoovercometheproblem?Managingsub-franchisees(obligationofmasterfranchiseetoimposestandardagreement,indirectcontroloversub-franchisees,meanstoavoidfranchiseesleavingwithmasterfranchisee)

TaoXu,DLAPiper,Reston

11:40-12:10 PANEL.Establishingarelationshipwithmulti-brandretailers:themainstrategic is-suesInrecenttimessuppliersshowagrowing interest in influencingthewaymulti-brandretailerssellandadvertisetheirproducts.Thiscanbedone:(a)byestablishingalong-termrelationship,mainlythroughselectivedistributioncontracts,cornerfranchisingorsimilaragreements,(b)bysimplyrequiringretailers,throughgeneralconditions includedin individualsalescontracts,orbypoliciesestablishedunilaterallybythesupplier(e.g.MAAPPolicies)tofollowcertaincriteriawhenresellingthegoods.Compliancewithantitrustrulesplayanessentialroleinthisfield,especiallyintheEU(selectivedistribution),whiletheUSapproachappearstobemoreflexible.ThepanelwilldiscusstheprosandconsofthedifferentstrategiesinEuropeandintheUS.

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

12:10-12:30 ImposingconditionsregardingresaleuponretailersthroughgeneralconditionsAccording to a recent trend, suppliers are trying to impose upon retailers certain limitationsmainly(butnotonly)concerningInternetsales,withoutenteringintoaspecificlongtermsup-plycontract,butsimplythroughgeneralconditionsincludedintheindividualsalescontracts.Does this practice amount to an agreementwhichmust complywith antitrust rules? And incaseofpositiveanswer,whichclausescomplywiththerulesoncompetitionandwhichnot?

SilviaBortolotti,BuffaBortolotti&Mathis,Torino

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,withparticularreferencetothepossiblecoexistenceofparalleldistributionnetworksCompaniesdonotnecessarilychooseandfollowthesamedistributionmodelworldwideorintheEU,butmayhaverecoursetodifferentsystems,dependingonthegeographicalarea,mar-ket,etc.Aretherelegalimplicationsorrestrictionsforthistypeofapproach?Howcantheyef-fectivelycombineon-line,off-line,selective,exclusive,retail,franchisedistribution?

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

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15:00-15:20 Which limitations regarding internet can be imposed on members of a selectivenetwork?TheCotyjudgmentoftheEuropeanCourtofJusticeThesuppliersofproductsforwhichimage/reputationandmarketpositioningmustbewarrant-edneedtobeabletopreventthattheirproductsaresoldunderconditionswhichdonotcom-plywiththeirimage.Forthispurpose,theymaysetupaselectivedistributionnetworkandwillimposeuponitsmemberstoavoidsalesontheInternetwhichmaynegativelyaffecttheirim-age/reputation,likeinparticularthesalethroughmarketplaces.ThisissuehasbeenrecentlyaddressedintheCotycase,whichwillbediscussedinviewofitsef-fectsonfuturedevelopments.

GinevraBruzzone,DeputyDirector-General,Assonime,Rome

15:20-15:40

EffectivemanagementofresalepricingwithinthedistributionnetworkWhilstretailersmustgenerallybefreetofixtheirresaleprices,itisevidentthatexcessivepricedifferentiationandparticularlyaggressivepricingstrategiesthroughtheInternet,cannotbeac-ceptedbysuppliers.Supplierswhowishtomaintainaworkabledistributionsystemmustanalysepossiblesolutions.

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

contrattoestimatorio)

EdwardMiller,ReedSmith,LondonandParis; IDIagency&distributioncountryex-pertforUK


16:20-16:40 LimitingfreeridingwithoutbreachingcompetitionrulesAnydistributionnetworkorganisedonaterritorialbasisneedstowarrantareasonableprotec-tionofitsmembersagainstcompetitionfromtheircolleaguesandatthesametimetopermitareasonable intra-brand competition within the network. A reasonable compromise betweenthesetwoneedshasbeenobtainedinEUantitrustthroughthedistinctionbetweenactiveandpassivesalesinthecontextofexclusivedistributionsystems.However,thedevelopmentofon-linesalesandtheincreaseofselectivedistributionsystemshassignificantlymodifiedthesitua-tion.Whichmeansarestillatthedisposalofsupplierswhowanttodefendtheexistenceoftheirdis-tributionnetworksagainstdisruptivepractices,alsoconsideringthenewrulesongeoblocking?

AldoFrignani,Frignani,Virano,associati,Torino

16:40-17:00 Collectingandmanagingcustomers'dataCollectingcustomers’datahasbecomeoneofthemainreasonsforcontrollingtheretail levelof distribution. Companies use differentmeans and instruments (e.g. loyalty programs, CRMsystems)togetinformationonthesaleshabits,preferences,tastesofthecustomers.Thefol-lowingelaborationanduseofthisinformationthroughthewholenetworkworldwide,inordertoimplementacross-channelmarketingisoneofthemaingoals.Whatarethebeststrategiestobeimplementedindistributionnetworks?FilippoMariaAndreani,BusinessDevelopment,Contracting&M&ALegalAffairs,HeadofContracting&SpecialProjects, Pirelli&C.S.p.A.


GeneralMeetingofIDImembers 17:30-18:30Atthisgeneralmeeting, towhichnonmembersarealso invited, theofficersof IDIwill in-formthemembersaboutthecurrentsituationof IDI,theresultsachievedin2017andtheplansforthefollowingyears. Theparticipantswillbekindlyinvited

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Saturday9June

WorkshopsSession 09:30–12:30Workshop 1: The recourse to arbitration for distribution disputes. The necessary condi-tionsforneutral,expeditedandcost-effectivearbitrationproceedings,withparticularref-erencetotheIDArbproject.Thereisgreatuncertaintyabouttheeffectivenessofarbitrationasameanstoresolvedisputesinthefieldofdistribution.Manybusinesspeoplebelievethatarbitrationistooexpensiveandcannotwar-rantabetterresultthantherecoursetonationalcourts,especiallywithrespecttoclaimsoflimitedeconomicvalue.Thisisnotalwaystrue.Inmanycasesarbitrationcanwarrantamoreequitableandexpedited resolution of the dispute. The actual problem is to understandwhen and under whichconditionsarbitrationcanbethemostappropriatesolution.Thisworkshopwillexaminetheprosandconsofarbitrationwithrespecttodistributionandinpar-ticularthemeansofferedbytheIDArb-SCAIproject.

CHAIR Fabio Bortolotti, BuffaBortolotti&Mathis, Torino;President IDI;Chair ICCCom-missiononCommercialLawandPractice(CLP);IDIcountryexpertforItaly

09:30-09:50 WhenisarbitrationtherightsolutionfordistributionThemainreasonsinfavourofarbitration:neutrality;choiceofarbitratorswithspecificexpe-rienceindistribution;limiteddurationoftheproceedings;lessformalprocedure;lessadver-sarialapproachwhichcanfavoursettlement.Meansformakingarbitrationmoreappropriatefordistribution:

• Favouringsettlementbeforearbitration:anemergingdevice:EarlyDisputeReso-lution(EDR)process.

• Reducingtimeandcoststhroughexpeditedarbitrationprocedures.

PeterR.Silverman,Shumaker,Toledo(USA)

09:50-10:10 Theimportanceofchoosingarbitratorswho"knowthebusiness"Distributioncontracts(agency,distributorship,franchising)arecommonlydraftedandman-agedbynon-lawyers,mainlysalesmanagers,withoutconsideringthelegalframework.Itisnormalthattherelationshipevolvesindependentlyfromsuchlegalframeworkgivingrisetocontradictorysituations:contractmodificationsmadeorally,notwithstandingtheobligationtorespectthewrittenform;saleofcompetingproductstoleratedalthoughcontrarytothecontract,etc.In such a context, the dispute can be judgedmore correctly by an arbitratorwho under-standsthebusinessandcanconsequentlyappreciatewhatthereal intentofthepartiesis.Partiesshouldthereforetrytoidentifytheprofileofthearbitratortheychoose.ThisiswhyIDIsetup,incollaborationwithSCAI,theIDArblistofarbitratorswithspecificexperienceinthefieldofdistribution.

StefanoCatelani,DupontdeNemoursInternationalSA,GenevaSusanneMargossian,UPInternational,Geneva

10:10-10:40 TheIDArblistofarbitratorsThe IDArb list of arbitrators, contains thenamesof prospective arbitratorshaving specificexperience in the field of distribution (agency, distributorship, franchising, etc.). The pro-spectivearbitratorsaredividedintwolists:listAforthosehavingarbitrationexperienceandlistB for thosewhohaveexperience in the fielddistribution,andwhomaybeselectedaspartyarbitrators.Each“card”ofthelistcontainsabasicinformationandCVandthedescriptionofanumberofcasesinwhichtheprospectivearbitratorhasbeeninvolved(asarbitrator,counselorin-house)inordertoindicatethetypeofexperiencemadeindistribution.The list is available on the IDI website at: http://www.idiproject.com/content/idarb-list-arbitrators.

Jean-PaulVulliéty,Lalive,Geneva


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11:00-11:20 TheparamountimportanceoforalevidenceSincedistributioncontractsoftenpresentagapbetweenthecontractclausesandthewaytheyareactuallyapplied, it isofutmost importance toestablishadirectcontactbetweentheparties(andtheirwitnesses)andthearbitrators,throughanevidentiaryhearingandtoavoidtheoptionofadecisionbasedondocumentsonly.Themain issuestobeconsidered:thedifferencebetweenpartyrepresentativesandotherwitnesses; avoiding thatwitness statements limit the full presentation of evidence duringthehearing;grantingequalityincrossexaminationwhenlawyerswithdifferentlegalback-groundareinvolved.

DidierMatray,Matray,Matray&Hallet,Liége

11:20-12:00 Theconditionsforaneffectiveexpeditedprocedure.AcomparisonofdifferentexperiencesAnexpeditedprocedureimpliesareductionoftimeandcostswhichishighlyappreciatedbybusiness. This is whymost arbitral institutions have introduced expedited procedures forclaimsnotexceedingacertainamountofmoney.However,inordertoorganiseanefficientexpeditedproceduresolutionsmustbefoundwhichcanacceleratetheprocedurewithoutprejudicingtheparties'rightsofdefence.Themembersofthepanelwilldiscussanumberofcriticalaspects:theamountunderwhichtheexpeditedprocedureappliesautomatically;theappointmentofasolearbitratorandthepossibilitytoderogate;meanstosimplifyprocedureforassessingevidence(documentson-ly?);deadlinesfortheissuanceoftheaward.

CHAIR: Pascal Hollander, Hanotiau and van den Berg, Brussels; IDI franchisingcountryexpertforBelgiumMariaBeatriceDeli,ICCItaliaFrankSpoorenberg,SCAI,GenevaFrancescaMazza,DIS,Cologne

12:00-12:20 TheIDArbapproachtoexpeditedarbitrationfordistributiondisputesIDIhasestablished, incollaborationwiththeSwissChambers'ArbitrationInstitution(SCAI)anexpeditedarbitrationprocedure,speciallyadaptedfordisputesinthefieldofdistribution(e.g.agencyanddistributorshipcontracts,franchising,etc.),underwhichdisputescanbere-solvedbyanarbitratorwith specificexperience indistribution (whocanbe chosenwithintheIDArblistofarbitrators)andwithinashortperiodoftime(sixmonths).TheIDArbExpeditedArbitrationClausebasedonthestandardclauseundertheSwissRules,includes a set of recommendations ("IDArbRecommendations”) to the parties and to thearbitratoraimedatfacilitatingtheexpeditedresolutionofdistributiondisputes.TheclauseisintendedprimarilyfordisputeswhichdonotexceedCHF1.000.000,butmayalsobeap-propriateforhigheramounts.

FabioBortolotti,BuffaBortolotti&Mathis,Torino


Workshop2:ProtectionandexploitationofdataindistributionnetworksGettinganeffectiveprotectionofdatahasneverbeenaneasy target for companies sharing themwith the members of their distribution networks. Recent legislative reforms (e.g. EU Directive2016/943 on Trade Secrets, the US Federal Defend Trade Secrets Act) seem to providewith newmeansofprotection,atleastforcertaincountries.Ontheotherhand,inseveraljurisdictionsprivacyrules arebecomingmore stringent (e.g. the EUPrivacyRegulation2016/679), particularlywith re-specttocustomers’data.Companiesarenowrequiredtofindtherightbalancebetweenthesetwoaspects.

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

09:30-10:00 PANEL:Whoisthe“owner”ofthecustomers’data?The protection of customers’ data, from themanufacturer/franchisor’s perspective can begrantedthroughtheapplicationofdifferent legalnotions, i.e. intellectualpropertyrulesap-plicable to trade secrets; databases (copyright); unfair competition rules etc.Which is themosteffectiveprotection?Whathappenswhenthecontractwiththeretaileristerminated?

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Whatrightscanclaimtheretailer/franchiseeoverthedataaftersuchmoment?

China:PaulJones,Jones&co.,Toronto;IDIfranchisingcountryexpertforChinaItaly:GiorgiaArmanni,GeneralCounselFurlaUSA:MichaelLindsey,Steinbrecher&Span,LosAngeles

10:00-10:20 Online profiling and cross channel marketing: the need to comply with privacyrulesTrackingthecustomersoverallactivityonlinethroughcookies,fingerprintingandotherprofil-ingtechniquestosendadvertisingmessagesinlinewiththeuser’sonlinenavigationandcrosschanneladvertisingarethelatestmarketingtrends.Suchtechniquesmustcomplywithpriva-cylawrequirementsandfirstofalltheneedofadequateinformationandconsent.Anoutlookoftechnicalandlegalrequirementsindifferentjurisdictions.

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,elaborateandsharethedatabetweenallthemembersofthenetworkworldwide.Thesubse-quenttransferofsuchdatatothecompanyandtheissuesofownershipoverthemisincreas-ingdisputesbetweenmembersofthenetworks,inadditiontoconfidentialityandprivacyis-sues(see,thenewEUPrivacyRegulation2016/679).Howtoeffectivelycomplywiththepri-vacyrulesconcerningthecollectionandtransferofdatabetweendifferentjurisdictions?

CarlaVecchini,Regulatory&CorporateAffairs,Bulgari


11:10-11:40 Preservingconfidentialityoncustomers’dataThemainmeans companies use for protecting their trade secrets (which also includes cus-tomers’data)concern,ontheonehand,thecontractualprovisionsappliedtothemembersofthedistributionnetworkand,ontheotherhand,complianceprograms implementedwithinthe company, the group and the network. The new Directive on Trade Secrets (2016/943)givesimportantelementsinthisrespect.Whatarethemostimportantaspectstobeconsid-eredinordertoassureaneffectiveprotection?

Mercedes Clavell, Arco Abogados, Barcelona; IDI franchising country expert forSpain

11:40-12:10 PANEL:HowtoeffectivelyprotecttradesecretsinCourtdisputesDiscovery,injunction,seizures,damagesawardetc.:theremediesavailabletoprotectknow-howaccordingtothecaselawofdifferentjurisdictionsandthelatestlegislativesreforms(thenewEUDirective2016/943ontradesecrets,theUSFederalDefendTradeSecretsAct).Therisk of losing confidentiality of the trade secrets in the course of the legal proceedingmayjeopardisetheeffectivenessofthemeasures,proceduresprovidedfor.Discoveryvsconfiden-tiality:howtofindtherightbalance.

CHAIR:MarcoVenturello,VenturelloBottariniAvvocati,TorinoNatalmaMcKnew,SmithMooreLeatherwoodLLP,Greenville(USA)ClaudiaSantosCruz,MLGTSLegalCircle,Lisbon


Workshop3:Managingnonconformityandotherproducts’ claims, in coordinationwiththesale’snetworkManufacturers selling theirproducts internationally facedifferent typesof liabilities, concerningpossiblede-fectsornon-conformityof theproducts,product liability, contractualguarantees, consumerprotection rulesetc., thatvarydependingon the specific jurisdictions,orwhether the sale ismadeB2BorB2C.At the sametime,morethanbefore,companiesaredelegatingthedistributionoftheirproductsindifferentjurisdictionstothirdparties:wholesaledistributors,master/direct franchisees, thirdpartiesmanaging themanufacturer’se-commercewebsite;marketplacesandplatformsetc.Inthisframework,itisnotalwayseasytoallocateliabili-tiesbetweenthemembersofthesale’snetwork,tosetupuniformstandardruleslimitingthemanufacturer’s

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liabilities,and,finally,tosatisfythefinalcustomer.Thisworkshopaimsatexchangingdifferentviewsandexpe-riencesontheseissues.

CHAIR JaapVanTill,Loyal,Amsterdam;IDIagency&distributioncountryexpertforNeth-

erlands

09:30-09:50 Thesupplier'sliabilityfornon-conformity/defectsinhisqualityassellerUndertheCISGandmostnationallawsthesupplierisresponsibletowardshispurchasersforpossibledefects(non-conformity)ofthegoodssupplied,andhisbuyerwillinturnberespon-sible towardshispurchaser,andsoonuntil theenduser. In thiscontext theparty invokingnon-conformitymustbringaclaimagainsthis sellerandthe lattercan in turnrevert to thepreviousseller(exceptinlegalsystems-likeFrance-whichpermitadirectactiontowardsthepartyresponsibleforthedefect).Suppliersmaymodifythesesituationsbyshiftingtheirliabilitytotheirbuyers,e.g.byexclud-ing the liability fornon-conformity in the contractwith theirdistributors/importers,ormaydecide to give a guarantee for defects directly to the end user,whowill be entitled to re-placementorrepairbythesupplierand/orhisnetwork.Finally, suppliers may specify their obligations in case of non-conforming goods through awarranty,inordertoreduceorincreasetheirliabilitiesinconsiderationofthespecificcharac-teristicsandneedsoftheirproducts.Thesethreeaspectswillbetreatedmoreindetailinthefollowingpresentations.

MarcelFontaine,UniversitécatholiquedeLouvain,Louvain-la-Neuve

09:50-10:10 TheallocationofliabilitiesfornonconformityclaimsbetweenthemembersofthenetworkInanetworkcomposedofdistributors/importersthemanufacturermaydecidetoshifthisli-abilityfornon-conformitytothedistributors,requestingthemtofulfiltherespectiveobliga-tionsaccordingtohisdirections.Hemayimposetherespectiveconditionsofguaranteetobegranted by the distributor and provide himwith the information (assistance, training, etc.)andmeans(spareparts,replacementproducts)necessaryforperformingsuchactivity.Thespeakerwillexchangehisviewandexperienceonpossibleproblemsandstrategiesinthisrespect.

StefanoRovej,LegalCounselIveco,Torino

10:10-10:30 EstablishingspecificconditionsofguaranteeingeneralconditionsofsaleIncertainindustries(machinery,equipment,etc.)itiscommonthattheproducerincludesinhisconditionsofsaleaguaranteespecifyinghisobligationsincaseofnon-conforminggoods.Suchguaranteewillnormallystatetheremediesgranted(repair,assistance,replacement)andtheconditionsforitseffectiveness(periodofguarantee,timelynotificationofdefects).This guarantee normally provides conditions which are more appropriate for the specificneedsof the typeofproducts soldand is intended to replace theseller's liabilityotherwiseapplicable under the applicable law. It is therefore essential to accurately draft the clausewhichexcludestheliabilityprovidedbylawbyreplacingitwiththecontractualguarantee.Itisalsoimportanttomakesurethatthelimitationsofliabilitycontainedinthegeneralcondi-tionsareeffectiveundertheapplicabledomesticlaw.

ErcumentErdem,Erdem&Erdem, Istanbul; IDIcountryexpert foragency&distri-butioninTurkey


11:00-11:20 Establishingadirectrelationshipbetweensupplierandenduserthroughacon-tractualwarrantyWithrespecttoconsumergoods,manufacturerstendtoprovideadirectwarrantytotheenduser,whowillbeentitledtoreplacementorrepairbythesupplierand/orhisnetwork.Thisimpliesthatthemanufacturermustorganizethenecessarylogisticsforperformingtheservice(repair,replacement)totheendusersanddeterminetheconditionswhichmustbeobservedbytheend-userinordertoavailhimselfoftheguarantee(durationoftheguarantee,proofofthedateofpurchase,etc.).WithintheEUtheconditionsofguaranteetotheconsumerareeffectiveonlyiftheycomplywiththedomestic laws implementingtheEUdirective1999/44/EConconsumerguarantees(rightoftheconsumertohavenon-conforminggoodsreplacedorrepairedbytheseller,foraperiodoftwoyearsfromthedateofpurchase).

SilviaBortolotti,BuffaBortolotti&Mathis,Torino

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11:20-11:40 ProvidinguniformconditionsofwarrantyworldwideManufacturersneedtoestablish,asfaraspossible,uniformconditionsofguaranteeapplica-bleinthevariouscountrieswheretheirproductsaresold.AsregardsB2Bsales(i.e.therela-tionsallkindsofresellers(importers,distributors,etc.)thiscanbedonebysubmittingtheircontractsofsaletotheuniformlawonsales(CISG)whichisinforceinmostcountriesoftheworld.However, if thewarranty is included ingeneralconditionsof sale, theyshouldcheckwhetherpossiblelimitationsofliabilityareeffectiveundertheapplicabledomesticlaw(sincethevalidityofgeneralconditionsisnotcoveredbytheCISG).As regards sales to consumers (an issue that ariseswhen themanufacturer sells directly toconsumersthroughtheinternet),manufacturerswillneedtocheckcomplianceofthecondi-tionsofsale(includingtheguarantee)withthedomesticconsumerprotectionlaws(note:theICCistryingtoestablishuniformconditionsofsaleforB2Csales).

JaapVanTill,Loyal,Amsterdam;IDIagency&distributioncountryexpertforNeth-erlands

11:40-12:20 PANEL:FacingproductliabilityclaimsProductliabilityistheworstnightmareforallcompaniesdealinginternationallyandparticu-larlyincertainjurisdictions(e.g.theUnitedStatesofAmerica).Isinsurancetheonlypossiblesolution?Whataretheprecautionstobetakeninordertobesurethatinsuranceeffectivelyandentirelycoversallpossibleclaims?Whatcanbethebeststrategiesandhowcanmanufac-turers,withinthelimitimposedbyinternationallymandatoryrules,protectthemselves?DiscussionPanel

CHAIR: Ignacio Alonso, EvenAbogados,Madrid; IDI agency&distribution countryexpertforSpainLeslieThiele,WhitemanOsterman&Hanna,Albany,NewYork;IDIagency&distri-butioncountryexpertforU.S.A.LawrenceGuo,ZhongLunW&DLawFirm,Beijing;IDIagency&distributioncountryexpertforChinaNadia El Baroudi-Kostrikis, Hajji & Associate, Casablanca IDI country expert foragency&distributioninMorocco


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ConferenceSocialProgram

Thursday7June2018-Welcomecocktail 6:00pmIDIispleasedtoofferawelcomecocktailforalltheattendants.Venue:PalazzoBorghese,SaladegliSpecchiViaGhibellina110n50122Firenze

Wekindlyaskyoutoconfirmyourparticipationbyselectingtherelevantboxintheregistrationform.

Thursday7June2018-Speakers/Expertsdinner 8:30pmIDI invitesalltheconferencespeakersandthe IDI countryexperts toaninformaldinner,afterthewelcomecocktail.Venue:CortedeiPazzi-TrattoriaBorgodegliAlbizi54/R50122FirenzeIfyouareeitheranIDIcountryexpertoraspeakeroftheconferenceplease,confirmyourparticipa-tionbyselectingtherelevantboxintheregistrationform.WekindlyremindyouthatthiseventisreservedonlytotheIDIexpertsandconferencespeakerswhohavepreviouslybookedaplace.

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Friday8June2018-GalaDinner 8:30pmGalaDinneratPalazzoBorghese.

Venue:PalazzoBorghese,GalleriaMonumentaleViaGhibellina110n50122Firenze

Reservationsshouldbemadeatyourearliestconvenience,duetothelimitednumberofplaces.Wewillprovidemoredetailedinformationinduetime.

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

ContinuingLegalEducation/ContinuingProfessionalDevelopmentCreditsThisconferencewillbeaccreditedforCPD/CLE.Inordertorequestanattendancecertificate,please,sendanemailtoeditorial.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. Confirmationof your registrationwillbesentafterhaving received the registration formtogetherwith theevidenceofthepayment.Forbanktransferpayment,thepaymentshouldbetransferredwithnocosttoIDI.NOCHEQUEPAYMENTSWILLBEACCEPTED.

Cancellation CancellationrequestreceivedinwritingtoIDIProjectonorbefore29May2018willbesubject to a 20%administration chargeof the total feespaid.After that date no re-fundsarepossible.

DressCodeTheconferencedresscodeisbusinessattireforworkingsessionsandsmartcasualforsocialevents.HotelAccommodationIDIreservedaverylimitednumberofroomsattheBorghesePalaceArthotel(ViaGhibellina174/r)atspecialratesfortheIDIconferenceparticipants.Please,contactthehoteldirectly(MrsTeresaPoppi,+39-055-284363,[email protected])mentioningtheIDIannualconference2018atPalazzoBorgheseandaskingfortheagreedratesfortheavailablerooms.Therearealsosomehotelsclosetothevenueoftheconference,wherewehaveagreedspecificratesforpartici-pantstotheIDIconference:Hotel Brunelleschi *****: www.hotelbrunelleschi.it , Piazza Sant'Elisabetta 3. Please send an emailat: [email protected]:+3905527370specifyingthatyouwillattendte IDIannualconference2018.TheroomsshallbebookedwithinMarch31,2018.HotelPlusFlorence***:https://www.plushostels.com/it/plusflorence,viaS.Caterinad'[email protected]+390556286347specifyingthatyouwillattendteIDIannualconfer-ence2018.TheroomsshallbebookedwithinApril30,2018.Grand Hotel Cavour ****: http://www.albergocavour.it/, via del Proconsolo 3. Please send an emailat:info@albergocavour.itinordertobookingyourroom.ThehoteldoesnothaveaspecificrateforIDIconference.Please,beinformedthatseveralothereventswilloccurinthesameperiodoftheIDIconference,thereforewekind-lysuggestyoutobookyourhotelassoonaspossible.

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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! €100:Ticketforthegaladinner(please,specifythenumberoftickets:…..)

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

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

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 · andrew loewinger, nixon peabody llp, denver ... beatrice grifoni, legal...

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