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
15:40-16:20 Coffeebreak
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.
17:00-17:30 Discussion
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
10:40-11:00 Coffeebreak
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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
12:20-12:45 Discussion
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
10:40-11:10 Coffeebreak
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
12:10-12:30 Discussion
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
10:30-11:00 Coffeebreak
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
12:20-12:45 Discussion
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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]