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Italia
Italy – Influencers and Commercial Agents
28 junio 2024
- Agencia
Ignacio Alonso recently posted his interesting article “Spain – Can an influencer be considered a “commercial agent”” where he discussed the elements that – in some specific circumstances – could lead to considering an influencer as a commercial agent, with the consequent protections that Directive 86/653/CE and the individual legislation of the EU Member States offer, and the related costs to be borne by the companies that hire them.
Ignacio also mentioned a recent ruling issued by an Italian court (“Tribunale di Roma, Sezione Lavoro, judgment of March 4th 2024 n.2615”) which caused a lot of interest here, precisely because it expressly recognized the qualification of commercial agents to some influencers.
Inspired by Ignacio’s interesting contribution, this article will explain this ruling in more detail and draw some indications that may be useful for companies that want to hire influencers in Italy.
The case arose from an inspection conducted by ENASARCO (social security institution for Italian commercial agents) at a company that markets food supplements online and which had hired some influencers to promote its products on social media.
The contracts provided for the influencers’ commitment to promote the company’s branded products on its behalf on social media networks and on the websites owned by the influencer.
In promoting the products, the influencers indicated their personalized discount code for the followers to use. With this discount code, the company could track the orders from the influencer’s followers and, therefore, originated from him, paying him commissions as a percentage of these sales once paid for. The influencer also received fixed compensation for the posts he published.
The compensation was invoiced monthly, and in fact, the influencers issued dozens of invoices over the years, accruing substantial compensation.
The contracts were stipulated for an indefinite period.
The inspector had considered that the relationships between the company and the influencers were to be classified as a commercial agency and had therefore imposed fines on the company for failure to register with ENASARCO and pay the contributions for social security and termination indemnity for rather high amounts.
The administrative appeal was rejected, therefore the company took legal action before the Court of Rome (Labour and Social Security section), competent for cases against ENASARCO, to obtain the annulment of the fines.
The company’s defense was based on the following circumstances, among others:
- the online marketing activities were only ancillary for the influencers (in fact, they were mostly personal trainers or athletes)
- they promoted the products only occasionally
- they actually had no direct contact with customers, so they did not actually promote sales but only did some advertising
- they did not have an assigned area or any obligations typical of the agent (e.g. exclusivity).
The Court of Rome rejected the company’s arguments, stating that the relationships between the company and the influencers were indeed to be considered as agency agreements, thus confirming ENASARCO’s claims.
These were the main points in the courts’ reasoning:
- the purpose of the contracts stipulated between the parties was not mere advertising but the influencer’s promotion of sales of the company’s products to his followers, as confirmed by the discount code mechanism. Promotional activity can in fact, be performed in various ways, in this case, also considering the peculiarity of the web and social networks
- there was an «assigned area», which the Court identified precisely in the community of the influencer’s followers (the area is not necessarily geographical but can also be identified with a group or category of customers)
- the relationship between the parties had proven to be stable and continuous, as evidenced by the quantity and regularity of the invoices for commissions issued by the influencers over the years for an indeterminate series of deals, documented with regular account statements
- the contract had an indefinite duration, which highlighted the parties’ desire to establish a stable and long-lasting relationship.
What considerations can be drawn from this ruling?
First of all, the scope of the agency contract is becoming much broader than in the past.
Nowadays, the traditional activity of the agent who physically goes to customers to solicit sales, collect orders, and transmit them to the principal is no longer the only method to promote sales. The qualification as an agent can also be recognized by other figures who, in different ways – taking into account the specific industrial sector, the technology developments, etc.- still carry out activities to increase sales.
What matters is the agreed purpose of the collaboration, if it is aimed at sales, and whether the activity actually carried out by the collaborator is consistent with and aimed at this purpose.
These aspects need to be carefully considered when studying and drafting the contract.
Other key requirements for establishing an agency relationship are the “stability and continuity”, to be distinguished from occasional activity.
A relationship may begin as an occasional collaboration, but over time, it can evolve and become an ongoing relationship, generating significant turnover for both parties. This could be enough to qualify the relationship as an agency.
Therefore, it is necessary to monitor the progress of the relationship and sometimes evaluate the conversion of an occasional relationship into an agency if circumstances suggest so.
As can be seen from the judgment of the court of Rome, relationships with Italian agents operating in Italy (but in some cases also with Italian agents operating abroad) must be registered with ENASARCO (unlike occasional relationships), and the related contributions must be paid, otherwise the principal may be fined.
Naturally, qualifying a relationship with an influencer as an agency agreement also means that the influencer enjoys all the protections provided for by Directive 653/86 and the legislation implementing it (in Italy, articles 1742 and following of the Civil Code and the applicable collective bargaining agreement), including, for example, the right to termination notice and termination indemnity.
A company intending to appoint an independent person with commercial tasks in Italy, including now also influencers under certain conditions, will have to take all of this into account. Of course, the case may be different if the influencer does not carry out stable and continuous promotional activities and is not remunerated with commissions on the orders generated by this activity.
I am unaware whether the ruling analysed in this article has been or will be appealed. If appealed, staying updated on the developments will certainly be interesting.
Los agentes comerciales tienen una regulación específica con derechos y obligaciones que son “imperativos”: quienes firman un contrato de agencia no pueden derogarlos. Responder si un influencer puede ser un agente tiene importancia porque, de serlo, la normativa de los agentes se le aplicará.
Vamos por partes. El influencer del que vamos a hablar es la persona que con sus acciones y comentarios (blogs, cuentas en redes sociales, vídeos, eventos, o un poco de todo) habla ante sus seguidores de las ventajas de determinados productos o servicios identificados con alguna marca ajena. A cambio de esto el influencer cobra (El Real Decreto 444/2024, de 30 de abril regula los requisitos a efectos de ser considerado “influencer”. En este comentario, uso el término de forma más genérica y al margen de otras obligaciones que contiene esa norma y la Ley 13/2022 General de comunicación audiovisual).
Un agente comercial es quien promueve la contratación de productos o servicios de otros, lo hace de forma estable y a cambio cobra. También puede concluir la contratación, pero esto no es esencial.
La ley impone determinadas obligaciones y garantiza ciertos derechos a quienes firman un contrato de agencia. Si el influencer es considerado “agente”, los debería tener igualmente. Y son varios: por ejemplo, la duración, el preaviso que hay que dar para terminar el contrato, las obligaciones de las partes… Y el más relevante, el derecho del agente a cobrar una indemnización al final de la relación por la clientela que se hubiera generado. Si un influencer es un agente, también tendría este derecho.
¿Y cómo valorar si un influencer es o no un agente? Para eso deberemos analizar dos cosas: (a) el contrato (y cuidado porque hay contrato, aunque no sea escrito) y (b) cómo se han comportado las partes.
Los elementos que, en mi opinión, tienen más relevancia para concluir que un influencer es un agente, serían los siguientes:
a) que el influencer promueva la contratación de servicios o la compra de productos y lo haga de forma independiente.
El contrato indicará qué ha de hacer el influencer. Será más claro considerarlo como agente si sus comentarios animan a contratar: por ejemplo, incluyen un link a la web de fabricante, si ofrece un código descuento, si admite que se le hagan pedidos. Y que lo haga como “profesional” independiente, y no como un empleado (con horario, medios, instrucciones).
Podrá ser más complicado considerarlo agente si se limita a hablar de las bondades del producto o servicio, a aparecer en la publicidad como imagen de marca, a usar un determinado producto y hablar bien de él. Lo importante, en mi opinión, es examinar si la actividad del influencer es para que se contrate el producto que comenta, o si lo que hace es una persuasión más genérica (aparecer en publicidad, prestar su imagen a un producto, realizar demostraciones de uso), o incluso si solo busca promocionarse a sí mismo como vehículo de información general (por ejemplo, influencers que hacen comparaciones de productos sin pretender que se compren unos u otros). En el primer caso (intenta que se compre el producto) sería más fácil considerarlo “agente”, y menos en los otros ejemplos.
b) que dicha “promoción” se haga de forma continuada o estable.
Y cuidado, porque esta continuidad o estabilidad, no quiere decir que el contrato tenga que ser de duración indeterminada. Es, más bien, lo contrario a una relación esporádica. Un contrato de un año puede ser suficiente, mientras que varias intervenciones desconectadas, aun durando más tiempo, podrían no serlo.
En este caso, se excluirían como agentes aquellos influencers que realizan comentarios ocasionales, que intervienen con actuaciones aisladas, quienes se limitan a realizar comparaciones sin promover la compra de uno u otro, y aunque todo eso dé lugar a ventas, aunque sus comentarios sean frecuentes y aunque puedan tener una gran influencia en el comportamiento de sus seguidores.
c) que reciba una remuneración por su actividad
Un influencer que perciba una remuneración en función de las ventas (por ejemplo, porque promociona un código descuento, un link específico, o remite a su web para pedidos), podrá más fácilmente ser considerado como un agente. Pero también si solo percibe una cantidad fija por su promoción. Quedarían excluidos, por el contrario, aquellos influencers que no percibieran remuneración de la marca (el ejemplo de quien habla las bondades de un producto en comparación con otros, pero sin vincularlo a su promoción).
Conclusión
La frontera entre lo que cualifica al influencer como agente o no puede ser muy sutil, sobre todo porque los contratos no suelen ser unívocos y a veces sus prestaciones son múltiples. Lo más importante es analizar con cuidado el contrato y el comportamiento de las partes.
Un influencer podría ser considerado un agente comercial en la medida en que con su actividad promueva la contratación del producto (no simplemente, si lleva a cabo una labor informativa, o de imagen), que se haga de forma estable (y no meramente anecdótica o esporádica) y a cambio de una remuneración.
Lo esencial para valorar la situación concreta es analizar el contrato (si es escrito más fácil) y la forma en la que se han comportado las partes.
En resumen: para redactar un contrato con un influencer o, si ya se firmó, pero se quiere concluir, habrá que prestar atención a estos elementos. Como influencer puedes tener mucho interés en que se te considere un agente cuando concluyes tu contrato y así tener derecho a una indemnización, mientras que como empresario preferirás lo contrario.
NOTA FINAL. En España y en la fecha de este comentario (9 de junio de 2024) no conozco ninguna sentencia que trate sobre este asunto. Mi propuesta se basa en mi experiencia de más de 30 años asesorando y defendiendo en tribunales en relación con contratos de agencia. Por otra parte, y que yo sepa, hay al menos una sentencia en Roma (Italia) que aborda el asunto: Tribunale di Roma; Sezione Lavoro 4º, St. 2615 de 4 marzo 2024; R. G. n. 38445/2022
Resumen: Si eres un empresario sabes que al final de un contrato de agencia seguramente tendrás que pagar a tu agente una indemnización por clientela. ¿Es posible librarse de ella? Es la gran pregunta que intentamos responder en un post anterior.
Y ahora nos preguntamos: ¿es posible pagarla por adelantado (por ejemplo, como una parte de la comisión)? Y si lo hacemos y al final no la debíamos ¿podríamos recuperar lo adelantado?
En España la respuesta de los tribunales ha sido afirmativa. Pero, ojo: hay condiciones. Entremos en detalle.
Ya lo sabemos: al terminar un contrato de agencia el empresario debe normalmente pagar al agente una indemnización por clientela si ha aumentado el número de clientes o las operaciones con los preexistentes, y si su actividad puede continuar produciendo ventajas al empresario. ¿Es posible adelantar su pago?
Los tribunales españoles parecen aceptar ese adelanto, pero hay que estar muy atento a cómo se redacta la cláusula. Algunas sentencias nos ayudan a entenderlo mejor.
La Audiencia de Sevilla (24 de enero de 2019 ) analizó el pago de una parte de la comisión a cuenta de la indemnización por clientela. Y consideró que si se había pagado había que descontar ese importe de la indemnización; y si no se había hecho, había que pagarla entera. A la misma conclusión y con un pacto similar había llegado la Audiencia de Madrid (22 de noviembre 2017).
La Audiencia de Valladolid (4 de febrero de 2019) tampoco se opuso a un pago anticipado de la indemnización por clientela. Solo exigió que la cláusula fuera clara, que se hubiera pagado realmente y como adelanto de tal indemnización y no por otro motivo.
La Audiencia de Navarra (12 de noviembre de 2004) confirmó que lo relevante era la claridad de la cláusula, aunque la rechazó porque al redactarla no se tuvieron en cuenta los elementos que componen tal indemnización: aportar nuevos clientes o incremento sensible de las operaciones con los preexistentes, ni que dicha actividad pudiera continuar produciendo ventajas sustanciales al empresario.
Por último, la Audiencia de Barcelona (28 de junio de 2019) tampoco discutió la validez del pago anticipado. Es más, admitió la posibilidad de que una vez pagada tuviera que devolverse si la indemnización no fuera procedente.
En resumen y a modo de conclusión
Los tribunales parecen admitir el pago anticipado de la indemnización por clientela y que lo pagado pueda descontarse de una futura indemnización. Eso sí, la cláusula tiene que ser muy clara y respetar los requisitos legales de esta indemnización (nuevos clientes o incremento y la posible continuidad de las ventajas para el empresario) ya que, en caso de dudas, será probablemente rechazada.
Y en una ocasión se ha admitido, incluso, la posibilidad de recuperar lo adelantado si al final no había obligación de indemnizar y se había pactado claramente.
Por lo tanto: si eres empresario y necesitas redactar un contrato de agencia en España, ten en cuenta esta posibilidad, estúdiala, y déjate asesorar por alguien que pueda prepararte una buena cláusula.
Summary
Egypt aims to be Africa’s first green hydrogen producer by incentivizing companies to invest in the sector. Collaborative efforts with Germany and European companies are underway to enhance hydrogen projects and transport. Incentives include financial subsidies, tax exemptions, and administrative advantages, contingent on project conditions like commissioning, foreign funding, local materials use, and community development.
What is the status of green energy in Egypt and what role does green hydrogen play in this?
It is currently estimated that Egypt has the potential to generate 350 GW of wind energy and about 650 GW of solar energy per year, as per the Minister of Electricity and Renewable Energy’s (Mohamed Shaker El-Marqabi) declaration. As part of its National Climate Strategy 2050, Egypt has set itself the goal of reducing its carbon emissions, promoting the use of renewable energy sources and using alternative forms of energy, including green hydrogen. The importance the Egyptian government attaches to green hydrogen is evident, not least with the recent cabinet meeting on 17th of May 2023.
With a view to becoming the first African country to produce green hydrogen, new incentives for green hydrogen and derivatives projects were presented at the cabinet meeting. Based on an investment of 13 billion USD, the legal and financial benefits (new incentive package) that companies in this field can benefit from in the future were presented.
What agreements exist between Egypt and third countries to promote green hydrogen?
Agreement between Egypt and Germany on green hydrogen
The new incentive package was preceded by a meeting between the German-Egyptian Partnership for Green Hydrogen Projects committee and Egyptian officials on the 14th of March 2023. This resulted in a joint roadmap for supporting hydrogen production companies and promoting hydrogen transport and marketing. At this meeting, it was decided that the parties, the Egyptian Minister of International Cooperation (Rania Al-Mashat) and the Egyptian Minister of Public Enterprises (Mahmoud Esmat), will establish a platform to promote the use of green hydrogen.
At the above-mentioned meeting, Egypt and Germany signed two Memoranda of Understanding (MoU) to enhance cooperation in the field of green hydrogen.
The Egyptian Government also recently signed other MoUs with seven European leading companies and global alliances to produce new and renewable energy, to establish green hydrogen production complexes in Ain Al-Sokhna and the Red Sea Governorate.
The German-Egyptian cooperation in the field of green hydrogen follows Egypt’s goal to establish itself as a hub for producing green hydrogen.
Agreement between Egypt and third countries on green hydrogen
Egypt has also partnered with the European Union to advance green hydrogen production. Furthermore, in 2022, on the occasion of COP27, Egypt signed a series of MoUs with several international organisations to engage foreign investment in green hydrogen production and make Egypt a transit route for clean energy to Europe.
MoUs with global companies and alliances have defined the Red Sea Governorate as the location where green hydrogen projects will be carried out in the future.
Are there investment incentives for the production of green hydrogen in Egypt?
In the cabinet meeting of 17th of May 2023, the Egyptian Prime Minister Mustafa Madbuli stated that Egypt was offering the «largest» package of investment incentives and facilitations to companies wishing to invest in green hydrogen production projects in Egypt. He further announced the formation of a working group composed of representatives of the authorities involved to elaborate these investment incentives.
The statement indicated that companies involved in green energy projects in Egypt will benefit from incentives set out in the Law drafted in the cabinet meeting of 17th of May 2023 and Investment Law No. 72 of 2017. This targets companies involved in the «production, storage and export of green hydrogen».
What investment incentives for the production of green hydrogen in Egypt are provided for in the draft Law of 17th of May 2023?
Financial incentives
Investments in the green hydrogen sector are subsidised in the amount of 33 % to 55 % of the income tax payable. The Ministry of Finance pays the subsidy within 45 days after the deadline for filing the tax return. The subsidy itself is not taxable. The exact conditions for the payment of the subsidy are still to be determined by the Cabinet.
All machinery, equipment, materials, consumables and vehicles (except private vehicles) used in green hydrogen and derivative projects are exempt from VAT.
No VAT is levied on exports of green hydrogen and its derivatives.
The Ministry of Finance pays most of the duties and certification costs associated with setting up the business and all import duties on imported goods used by the establishment. Further, it pays the taxes that would have been levied on the real estate used for the activity, if any.
Administrative incentives
Projects in the field of green hydrogen or its derivatives benefit from the so-called golden licence, as it is called in the Investment Law No. 72 of 2017.
All raw materials, spare parts and vehicles required for operations can be freely imported or exported directly or through distributors without the need for registration in the Importers’ Register.
The incentives apply to projects and their extensions throughout the contract period if the project agreements are concluded within a maximum of 7 years from the date of commercial commissioning.
Requirements
The investment incentives apply when:
- the project is commissioned within 5 years of the signing of the project agreement
- at least 70 % of the investment costs come from foreign funds
- at least 20 % of the locally used materials originate from Egypt
- training programmes are set up for local workers and know-how is shared
- the project company draws up a development plan for the communities in which it will operate
What investment incentives for the production of green hydrogen in Egypt are provided for in the Investment Law No. 72 of 2017?
The tax incentives granted under the Investment Law No. 72 of 2017 provide for special, general and additional incentives.
Special incentives
These are tax reductions limited to 7 years for projects that are started within 3 years (extendable to 6 years) after the provisions of the Law No. 72 of 2017 came into force (i.e. by October 2023). The investment costs consist of equity capital, long-term loans to finance the construction of the project’s movable and immovable assets, and working capital. The tax base is the taxable net profit, which is taxed at the following rates:
1) Tax exemption on 50 % of the investment costs for the implementation of a project in geographical locations with the greatest development needs (underdeveloped locations) designated by the Central Agency for Public Mobilization and Statistics (CAPMS)
The law identifies these sites as “Zone A”. According to the implementing regulations, “Zone A” includes:
- the Suez Canal Economic Zone
- the Golden Triangle Special Economic Zone
- the New Administrative Capital Zone
- the south of Giza province
- the provinces of Port Said, Ismailia and Suez (east of the canal) connected to the Suez Canal.
- border provinces, including Red Sea province south of Safaga
- the provinces in upper Egypt
- other areas in greatest need of development (to be determined by the Prime Minister)
2) Tax exemption on 30 % of the investment costs of a project located in the remaining geographical areas outside “Zone A”, referred to as “Zone B”, and operating in certain sectors.
This includes projects that:
- are active in the field of renewable energies
- export their products outside Egypt
- be carried out by a small or medium-sized (SME)
General incentives
Parallel to the special investment incentives, general investment incentives also apply. For example, projects are exempt from certain administrative requirements and fees for a period of 5 years from the date of their registration in the commercial register. Furthermore, temporary duty-free imports and exports are possible.
Additional incentives
Additional investment incentives may also be granted by decision of the Council of Ministers:
- special customs offices for the export or import of the investment project
- bearing of the value of the utility supply (such as electricity and water supply) of the property intended for the investment project or part thereof by the State
- partial bearing of the costs of a technical training programme for employees by the State
- reimbursement of half of the value of the land allocated for industrial projects, provided that the activity was started within two years of the transfer of the land
- free allocation of land for certain strategic activities
- under certain conditions, granting of a general permit for the construction, operation and management of the project as well as for the provision of the land required for this purpose. This permit shall also be deemed to be a building permit and shall be effective in its own right without any further action being required. In December 2022, the Egyptian Cabinet granted general approval for several projects.
- incorporation shares of capital companies subject to the Investment Law No. 72 of 2017 may be traded during the first two fiscal years of the company, subject to the approval of the competent Minister
- simplified acquisition of real estate, provided it is used for the project
Takeaways
- Egypt’s Green Hydrogen Drive: Egypt is strategically embracing green hydrogen production as a pivotal element of its renewable energy vision. The country’s ambitious goals and extensive incentives underscore its commitment to becoming a leading player in the global green energy landscape.
- International Collaborations: Collaborations with Germany and European partners highlight Egypt’s proactive approach to international cooperation in advancing green hydrogen technologies. Memoranda of Understanding and joint roadmaps are facilitating knowledge exchange and investments for robust hydrogen projects.
- Comprehensive Incentive Framework: Egypt’s multifaceted incentive framework, including financial subsidies, tax exemptions, and administrative benefits, showcases the government’s determination to attract investments in green hydrogen production. Stringent conditions for benefiting from these incentives emphasize the nation’s dedication to sustainable practices and local community development.
Resumen
Al terminar los contratos de agencia y distribución la principal fuente de conflicto es la reclamación de una indemnización por clientela. La Ley española del Contrato de Agencia —al igual que la Directiva sobre Agentes comerciales— prevé que cuando se extingue el contrato, el agente tendrá derecho, si se dan determinadas condiciones, a una indemnización. En España, por analogía (aunque con salvedades y matices), esta indemnización se puede reclamar también en contratos de distribución.
Para que se reconozca esta indemnización es necesario que el agente (o el distribuidor: para más detalles, consulte este artículo) hayan aportado nuevos clientes o incrementado sensiblemente las operaciones con los preexistentes, que su actividad pueda seguir produciendo ventajas sustanciales al empresario y que resulte equitativo. Todo esto condiciona que se reconozca el derecho a la indemnización y su cuantía.
Estas expresiones (nuevos clientes, incremento sensible, pueda producir, ventajas sustanciales, equitativo) son difíciles de definir a priori, por lo que, para tener éxito, es recomendable que las reclamaciones ante los tribunales se apoyen, caso por caso, en informes de expertos, supervisados por un abogado.
Hay, al menos en España, una tendencia a reclamar directamente el máximo que prevé la norma (un año de remuneraciones calculada como media de los cinco anteriores) sin entrar en más análisis. Pero si se hace así, se corre el riesgo de que un juez rechace la petición por considerarla sin fundamento. Por lo tanto, y a partir de nuestra experiencia, me parece conveniente orientar sobre cómo fundamentar mejor la reclamación de esta indemnización y su cuantía.
Conviene que el agente/distribuidor, el perito y el abogado tengan en cuenta lo siguiente:
Comprobar cuál ha sido la aportación del agente
Si existían clientes antes de iniciarse el contrato y qué volumen de ventas se hacía con ellos. Para reconocer esta indemnización es necesario que el agente haya incrementado el número de clientes o las operaciones con los preexistentes.
Analizar la importancia de esos clientes a la hora de seguir aportando ventajas al empresario
Su recurrencia, su fidelidad (al empresario y no al agente), la tasa de migración (cuántos seguirán con el empresario al concluir el contrato o con el agente). En efecto, Será difícil hablar de “clientela” si solo ha habido clientes esporádicos, ocasionales, no recurrentes (o poco) o que seguirán permaneciendo fieles al agente y no al empresario.
Cómo se queda el agente al terminar el contrato
¿Podrá hacer competencia al empresario o hay restricciones en el contrato? Si el agente puede seguir atendiendo a los mismos clientes, pero para un empresario diferente, la indemnización se podría discutir bastante.
¿Es equitativa la indemnización?
Examinar cómo ha actuado el agente en el pasado: si ha cumplido sus obligaciones, su trabajo a la hora de introducir los productos o abrir el mercado, la posible evolución de tales productos o servicios en el futuro, etc.
¿Perderá comisiones el agente?
Aquí hay que examinar si tenía exclusividad; su mayor o menor facilidad para hacerse con un nuevo contrato (p.ej. por edad, crisis económica, el tipo de productos, etc.) o con una nueva fuente de ingresos, la evolución de las ventas durante los últimos años (las consideradas para la indemnización), etc.
Es necesario también calcular el máximo legal que no podrá superarse
La media anual de lo percibido durante el período del contrato (o de 5 años si duró más). Esto incluirá no solo las comisiones, sino cualquier cantidad fija, bonificaciones, premios, etc. o los márgenes en caso los distribuidores.
Y, por último, conviene incluir en el informe del experto todos los documentos analizados
Si no se hace así y solo se mencionan, podría dar lugar a que no se tengan en cuenta por un juez.
Consulte la Guía Práctica sobre Contratos de Agencia Internacional
Para leer más sobre las principales características de un contrato de agencia en España, consulte nuestra Guía.
Summary – According to French case law, an agent is subject to the protection of the commercial agent legal status and therefor is entitled to a termination indemnity only if it has the power to negotiate freely the price and terms of the sale contracts. ECJ ruled recently that such condition is not compliant with European law. However, principals could now consider other options to limit or exclude the termination indemnity.
It is an understatement to say that the ruling of the European court of justice of June 4, 2020 (n°C828/18, Trendsetteuse / DCA) was expected by both French agents and their principals.
The question asked to the ECJ
The question asked by the Paris Commercial Court on December 19, 2018 to the ECJ concerned the definition of the status of the commercial agent who could benefit from the EC Directive of December 18, 1986 and consequently of article L134 and seq. of Commercial Code.
The preliminary question consisted in submitting to the ECJ the definition adopted by the Court of Cassation and many Courts of Appeal, since 2008 : the benefit of the status of commercial agent was denied to any agent who does not have, according to the contract and de facto, the power to freely negotiate the price of sale contracts concluded, on behalf of the seller, with a buyer (this freedom of negotiation being also extend to other essential terms of the sale, such as delivery or payment terms).
The restriction ruled by French courts
This approach was criticized because, among other things, it was against the very nature of the economic and legal function of the commercial agent, who has to develop the principal’s activity while respecting its commercial policy, in a uniform manner and in strict compliance with the instructions given. As most of the agency contracts subject to French law expressly exclude the agent’s freedom to negotiate the prices or the main terms of the sales contracts, judges regularly requalified the contract from commercial agency contract into common interest mandate contract. However, this contract of common interest mandate is not governed by the provisions of Articles L 134 et seq. of the Commercial Code, many of which are of internal public order, but by the provisions of the Civil Code relating to the mandate which in general are not considered to be of public order.
The main consequence of this dichotomy of status lays in the possibility for the principal bound by a contract of common interest mandate to expressly set aside the compensation at the end of the contract, this clause being perfectly valid in such a contract, unlike to the commercial agent contract (see French Chapter to Practical Guide to International Commercial Agency Contracts).
The decision of the ECJ and its effect
The ECJ ruling of June 4, 2020 puts an end to this restrictive approach by French courts. It considers that Article 1 (2) of Directive of December 18, 1986 must be interpreted as meaning that agents must not necessarily have the power to modify the prices of the goods which they sell on behalf of a principal in order to be classified as a commercial agent.
The court reminds in particular that the European directive applies to any agent who is empowered either to negotiate or to negotiate and conclude sales contracts. The court added that the concept of negotiation cannot be understood in the restrictive lens adopted by French judges. The definition of the concept of «negotiation” must not only take into account the economic role expected from such intermediary (negotiation being very broad: i.e. dealing) but also preserve the objectives of the directive, mainly to ensure the protection of this type of intermediary.
In practice, principals will therefore no longer be able to hide behind a clause prohibiting the agent from freely negotiating the prices and terms of sales contracts to deny the status of commercial agent.
Alternative options to principals
What are the means now available to French or foreign manufacturers and traders to avoid paying compensation at the end of the agency contract?
- First of all, in case of international contracts, foreign principals will probably have more interest in submitting their contract to a foreign law (provided that it is no more protective than French law …). Although commercial agency rules are not deemed to be overriding mandatory rules by French courts (diverging from ECJ Ingmar and Unamar case law), to secure the choice not to be governed by French law, the contract should also better stipulate an exclusive jurisdiction clause to a foreign court or an arbitration clause (see French Chapter to Practical Guide to International Commercial Agency Contracts).
- it is also likely that principal will ask more often a remuneration for the contribution of its (preexisting) clients data base to the agent, the payment of this remuneration being deferred at the end of the contract … in order to compensate, if necessary, in whole or in part, with the compensation then due to the commercial agent.
- It is quite certain that agency contracts will stipulate more clearly and more comprehensively the duties of the agent that the principal considers to be essential and which violation could constitute a serious fault, excluding the right to an end-of-contract compensation. Although judges are free to assess the seriousness of a breach, they can nevertheless use the contractual provisions to identify what was important in the common intention of the parties.
- Some principals will also probably question the opportunity of continuing to use commercial agents, while in certain cases their expected economic function may be less a matter of commercial agency contract, but rather more of a promotional services contract. The distinction between these two contracts must, however, be strictly observed both in their text and in reality, and other consequences would need to be assessed, such as the regime of the prior notice (see our article on sudden termination of contracts)
Finally, the reasoning used by ECJ in this ruling (autonomous interpretation in the light of the context and aim of this directive) could possibly lead principals to question the French case-law rule consisting in granting, almost eyes shut, two years of gross commissions as a flat fee compensation, whereas article 134-12 of Commercial code does not fix the amount of this end-of-contract compensation but merely indicates that the actual damage suffered by the agent must be compensated ; so does article 17.3 of the 1986 EC directive. The question could then be asked whether such article 17.3 requires the agent to prove the damage actually suffered.
Una vez que el contrato de la Agencia se resuelve por parte del Principal, el Agente generalmente decide reclamar algunas indemnizaciones. Estas incluyen indemnizaciones por daños y clientela.
Para reclamarlas, es muy importante tener en cuenta el plazo de prescripción. Hemos observado que, con frecuencia, los agentes tardan demasiado en decidir si reclaman o no tales indemnizaciones, comienzan negociaciones con sus Principales para encontrar una solución al conflicto, a veces están renegociando su posición para un nuevo acuerdo, área o condiciones; o a veces simplemente consideran que no hay prisa para actuar.
La Ley española del Contrato de Agencia (art. 31) prevé expresamente —en términos similares a los de la Directiva sobre los Contratos de Agencia (art. 17.5)—, un plazo de prescripción de un año a partir de la terminación del contrato tanto para reclamar la indemnización por daños como la de clientela.
Esto significa que después del vencimiento de dicho año, nuestros Tribunales no admitirán ninguna reclamación de las mencionadas. Y en los contratos regidos por la ley española y sometidos a procedimientos arbitrales, el agente también corre el riesgo de que su petición sea desestimada si la presenta fuera de ese plazo. Las partes no pueden modificar esta duración en su contrato, pero pueden tomar algunas medidas para extenderla.
Este plazo de prescripción tiene, por lo tanto, consecuencias importantes. Son numerosas las situaciones que pueden ocurrir y no es nuestra intención cubrirlas todas, pero en caso de que el contrato de la Agencia termine, las siguientes ideas pueden ser útiles:
- El período de un año comienza desde el día en que se resolvió el contrato. Esta fecha debe considerarse con cuidado, incluso si no hubo una carta de resolución formal.
- El plazo de un año, de acuerdo con el Código Civil español, supone que terminará el día exacto un año natural después (de fecha a fecha, por ejemplo, desde el 1 de mayo al 1 de mayo del año sucesivo) o al día siguiente si ese día no existe en el año siguiente (por ejemplo, del 29 de febrero al 1 de marzo).
- En términos generales, el inicio de este período de un año es el día de finalización del contrato y no la fecha en que se envió o recibió la notificación o el momento en el que el Principal exige al Agente el cumplimiento de sus obligaciones. El plazo de preaviso (si existiera) se respetará si se incluyó en la resolución.
- En caso de que la carta de resolución implicara la resolución inmediata, ese día será la fecha de inicio del cómputo, incluso si el procedimiento revelara posteriormente que el Principal debería haber dado un preaviso.
- Esto se aplica, en general, a cada contrato de agencia. Esto significa que, en caso de acuerdos sucesivos y no vinculados (por ejemplo, el primero se resuelve y el segundo comienza 10 meses después), se considerará el plazo de prescripción para cada contrato por separado. Sin embargo, los contratos de agencia sucesivos (acuerdos con una duración determinada que se encadenan uno inmediatamente después del anterior) generalmente se consideran como un único contrato.
- Algunas actividades del Agente pueden interrumpir este plazo de prescripción de un año, debiendo reiniciarse de nuevo el cómputo de un nuevo año. Por ejemplo (algunas de estas han sido aceptadas por la jurisprudencia, otros se mencionan expresamente en diferentes leyes):
- Una reclamación extrajudicial enviada por el Agente o por alguien en su nombre reclamando la indemnización por clientela, incluso si se califica incorrectamente como “despido laboral” en lugar de indemnización.
- Reclamar la indemnización por clientela como indemnización laboral ante los tribunales laborales cuando no era claro el tipo de relación existente.
- Inicio de un procedimiento de conciliación ante un tribunal de primera instancia
- El inicio de un procedimiento de mediación (cuando lo hacen ambas partes de común acuerdo o una de ellas en ejecución de la cláusula de mediación del contrato) también interrumpirá la prescripción mientras dure el procedimiento de mediación, a contar desde el momento en que el mediador haya recibido la solicitud de mediación o se hubiera depositado en la institución de mediación.
- La aceptación por parte del Principal de la deuda o la indemnización por clientela al solicitar la lista de clientes.
- Otras acciones del Agente podrían tener resultados diferentes para la prescripción en función de las circunstancias, y algunas no han sido aceptadas como válidas para interrumpir el plazo:
- Una reclamación iniciada por el Agente ante un tribunal no competente dependerá de las circunstancias para poder apreciar si hay o no interrupción.
- Un procedimiento penal no interrumpe el período de un año.
- La demanda de diligencias preliminares tampoco ha sido aceptada para interrumpir el período de un año.
Por lo tanto, como conclusión, parece conveniente que en la fase de redacción del contrato se incluya una cláusula de mediación. Esto otorgará a las partes una herramienta adicional y útil para resolver sus conflictos y una posible forma de obtener tiempo adicional en caso de que los tribunales sean llamados a intervenir.
Y cuando finaliza un acuerdo de agencia (con o sin cláusula de mediación), nuestra recomendación para el Agente es que envíe el caso a un abogado local nada más tener noticia de la resolución del acuerdo. Cuando el Agente, por ejemplo, ha recibido la promesa de un nuevo contrato y todavía está discutiendo sobre él, o cuando todavía está negociando la resolución, es aconsejable tener cuidado y tomar las medidas necesarias, al menos, para interrumpir la prescripción y no perder el derecho a reclamar la indemnización más adelante. Una simple carta con las precauciones necesarias podría ser muy útil para sus intereses.
Una observación final para los contratos de distribución
Aunque en algunos aspectos, en particular la indemnización por clientela, el Tribunal Supremo español ha admitido la analogía con los contratos de la Agencia, este no es el caso para el plazo de prescripción de un año para reclamarla. Por lo tanto, el distribuidor que solicite la indemnización por clientela no se enfrenta a tener que hacerlo en el plazo de un año desde de la finalización de su contrato. En casos como estos, conviene, no obstante tener un asesoramiento preciso sobre el tipo de contrato ante el que nos encontramos ya que la frontera entre la agencia y la distribución no siempre es clara.
A legal due diligence of a Brazilian target company should analyze the existence and the content of Agency Agreements, including values paid to the agent and the nature of such payments and the factual situation of the target’s agents, in order to evaluate potential contingencies.
One usual suspect in legal due diligences of Brazilian target companies in M&A transactions that should not be overlooked is the existence of agency agreements, due to:
- the obligation to indemnify the agent stipulated by law: at least 1/12th of all commissions paid throughout the entire term of the agency agreement; and
- the risks for the agency being disregarded and considered as an employment relationship, subjecting the principal to compensate the agent as an employee with all rights, benefits, taxes and social contributions.
This should be considered for evaluation of potential contingencies and the impacts on the valuation of the target.
No doubt that agents can be an important component of the sales force of the business and can be strategic for the activity of the principal, in view of a certain independence and for not increasing the payroll of a company.
On the other hand, under Brazilian laws, the protective nature of the agency demands the principal a considerable level of attention.
Indemnification
Brazilian Federal Law No. 4,886/65 as amended – the Brazilian Agency Law – determines that the agent is entitled to, at the termination of an agency agreement, receive an indemnification of 1/12th calculated over all the commissions paid throughout the duration of the entire period of the agency agreement.
The Brazilian Agency Law stipulates that if the parties sign a new contract within 6 months after the expiration of the previous, the relation between agent and principal shall be deemed as the same relationship and thus, the duration to calculate the indemnification shall encompass the entire period (past and subsequent contract).
Termination by the agent
The Brazilian Agency Law also stipulates situations that agent could terminate the contract and still be entitled to receive the 1/12th indemnification:
- reduction of the activities in disagreement with the contractual stipulation
- breach of exclusivity (territory and/or products), if so stipulated in the agreement
- determination of prices that makes the agency unfeasible and
- default on payment of the commissions
- force majeure
Termination without cause
Termination without cause can be done, upon payment to agent of the indemnification and with a previous notice of at least 30 days, in which situation the agent shall receive the payment of 1/3 of the remuneration received during the previous 90 days prior to the termination.
Can principal avoid the indemnification?
The only cases where the 1/12th indemnification would not be applicable are when the contract is terminated by principal with cause. The Brazilian Agency Law has limited situations for principal to terminate the contract with cause:
- acts by agent causing disrepute of the principal
- breach of obligations related to the agency activities
- criminal conviction related to honor, reputation
These situations shall be clearly demonstrated. Producing the sufficiently strong evidence of the facts to configure cause for termination may not be an easy task, considering some of the facts may be subject to construing and interpreting by the parties, witnesses and ultimately the judge.
As a result, from past experiences, it is rare to see principals in conditions not to incur in the 1/12th indemnification.
Potential risk: configuring employment relationship
In addition to the indemnification, the activities developed by the agent could eventually be deemed as performed by a regular employee of the principal and, in this case, principal could be subject to compensate the agent as an employee.
Agent vs. employee
For the appreciation of the employment relationship, the individual acting as agent shall file a labor claim and demonstrate the existence of the employment relationship.
The Labor Court judge will consider the factual situation, prevailing upon the written agreements or other formal documents. The judge may rely on e-mails, witnesses and other evidence.
The elements of an employment relationship are:
- Individual: in case the individual acts by himself to perform the services; Personal services: the services are in fact performed by the individual specifically to the Principal;;
- Non-eventuality – exclusivity: the services are rendered in a regular basis;
- Subordination: key factor – the individual has to follow strict instructions directed by principal, such as reporting to an employee of the principal, determined visits;
- Rewarding – fixed remuneration: the individual is awarded regular amounts and expenses allowances
In the event the individual can demonstrate the existence of the elements to configure an employment relationship, he/she could have an award to entitle him/her to have his remuneration considered as of a regular employee for the last 5 years.
As a result, the individual would be awarded the payment of Christmas bonus (equivalent to 1 monthly remuneration per year), vacation allowance (1/3 of a monthly remuneration per year), unemployment guarantee fund (1 monthly remuneration per year) plus other benefits that he/she would be given as an employee of principal (based on the collective bargaining agreement between the employees’ and employers’ unions). The company would also be obliged to make the payment of the co-related social security contributions.
Needless to say, the result could turn into a considerable potential contingency.
The author of this article is Paulo Yamaguchi
España – ¿Puede un influencer ser considerado “agente comercial”?
- Agencia
- Contratos de distribución
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España
Egipto 
France – ECJ extends the protection of commercial agents and their right to termination indemnity
- Agencia
- Contratos de distribución
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Francia
Brasil 
Cómo evitar (o no) pagar la indemnización por clientela en el contrato de agencia
- Agencia
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España
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Europa
The Protection of Community Design in the European Union
- Propiedad Industrial e Intelectual
- Litigios
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Europa
Contacta con Christian
España – ¿Puede un influencer ser considerado “agente comercial”?
18 junio 2024
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España
- Agencia
- Contratos de distribución
Ignacio Alonso recently posted his interesting article “Spain – Can an influencer be considered a “commercial agent”” where he discussed the elements that – in some specific circumstances – could lead to considering an influencer as a commercial agent, with the consequent protections that Directive 86/653/CE and the individual legislation of the EU Member States offer, and the related costs to be borne by the companies that hire them.
Ignacio also mentioned a recent ruling issued by an Italian court (“Tribunale di Roma, Sezione Lavoro, judgment of March 4th 2024 n.2615”) which caused a lot of interest here, precisely because it expressly recognized the qualification of commercial agents to some influencers.
Inspired by Ignacio’s interesting contribution, this article will explain this ruling in more detail and draw some indications that may be useful for companies that want to hire influencers in Italy.
The case arose from an inspection conducted by ENASARCO (social security institution for Italian commercial agents) at a company that markets food supplements online and which had hired some influencers to promote its products on social media.
The contracts provided for the influencers’ commitment to promote the company’s branded products on its behalf on social media networks and on the websites owned by the influencer.
In promoting the products, the influencers indicated their personalized discount code for the followers to use. With this discount code, the company could track the orders from the influencer’s followers and, therefore, originated from him, paying him commissions as a percentage of these sales once paid for. The influencer also received fixed compensation for the posts he published.
The compensation was invoiced monthly, and in fact, the influencers issued dozens of invoices over the years, accruing substantial compensation.
The contracts were stipulated for an indefinite period.
The inspector had considered that the relationships between the company and the influencers were to be classified as a commercial agency and had therefore imposed fines on the company for failure to register with ENASARCO and pay the contributions for social security and termination indemnity for rather high amounts.
The administrative appeal was rejected, therefore the company took legal action before the Court of Rome (Labour and Social Security section), competent for cases against ENASARCO, to obtain the annulment of the fines.
The company’s defense was based on the following circumstances, among others:
- the online marketing activities were only ancillary for the influencers (in fact, they were mostly personal trainers or athletes)
- they promoted the products only occasionally
- they actually had no direct contact with customers, so they did not actually promote sales but only did some advertising
- they did not have an assigned area or any obligations typical of the agent (e.g. exclusivity).
The Court of Rome rejected the company’s arguments, stating that the relationships between the company and the influencers were indeed to be considered as agency agreements, thus confirming ENASARCO’s claims.
These were the main points in the courts’ reasoning:
- the purpose of the contracts stipulated between the parties was not mere advertising but the influencer’s promotion of sales of the company’s products to his followers, as confirmed by the discount code mechanism. Promotional activity can in fact, be performed in various ways, in this case, also considering the peculiarity of the web and social networks
- there was an «assigned area», which the Court identified precisely in the community of the influencer’s followers (the area is not necessarily geographical but can also be identified with a group or category of customers)
- the relationship between the parties had proven to be stable and continuous, as evidenced by the quantity and regularity of the invoices for commissions issued by the influencers over the years for an indeterminate series of deals, documented with regular account statements
- the contract had an indefinite duration, which highlighted the parties’ desire to establish a stable and long-lasting relationship.
What considerations can be drawn from this ruling?
First of all, the scope of the agency contract is becoming much broader than in the past.
Nowadays, the traditional activity of the agent who physically goes to customers to solicit sales, collect orders, and transmit them to the principal is no longer the only method to promote sales. The qualification as an agent can also be recognized by other figures who, in different ways – taking into account the specific industrial sector, the technology developments, etc.- still carry out activities to increase sales.
What matters is the agreed purpose of the collaboration, if it is aimed at sales, and whether the activity actually carried out by the collaborator is consistent with and aimed at this purpose.
These aspects need to be carefully considered when studying and drafting the contract.
Other key requirements for establishing an agency relationship are the “stability and continuity”, to be distinguished from occasional activity.
A relationship may begin as an occasional collaboration, but over time, it can evolve and become an ongoing relationship, generating significant turnover for both parties. This could be enough to qualify the relationship as an agency.
Therefore, it is necessary to monitor the progress of the relationship and sometimes evaluate the conversion of an occasional relationship into an agency if circumstances suggest so.
As can be seen from the judgment of the court of Rome, relationships with Italian agents operating in Italy (but in some cases also with Italian agents operating abroad) must be registered with ENASARCO (unlike occasional relationships), and the related contributions must be paid, otherwise the principal may be fined.
Naturally, qualifying a relationship with an influencer as an agency agreement also means that the influencer enjoys all the protections provided for by Directive 653/86 and the legislation implementing it (in Italy, articles 1742 and following of the Civil Code and the applicable collective bargaining agreement), including, for example, the right to termination notice and termination indemnity.
A company intending to appoint an independent person with commercial tasks in Italy, including now also influencers under certain conditions, will have to take all of this into account. Of course, the case may be different if the influencer does not carry out stable and continuous promotional activities and is not remunerated with commissions on the orders generated by this activity.
I am unaware whether the ruling analysed in this article has been or will be appealed. If appealed, staying updated on the developments will certainly be interesting.
Los agentes comerciales tienen una regulación específica con derechos y obligaciones que son “imperativos”: quienes firman un contrato de agencia no pueden derogarlos. Responder si un influencer puede ser un agente tiene importancia porque, de serlo, la normativa de los agentes se le aplicará.
Vamos por partes. El influencer del que vamos a hablar es la persona que con sus acciones y comentarios (blogs, cuentas en redes sociales, vídeos, eventos, o un poco de todo) habla ante sus seguidores de las ventajas de determinados productos o servicios identificados con alguna marca ajena. A cambio de esto el influencer cobra (El Real Decreto 444/2024, de 30 de abril regula los requisitos a efectos de ser considerado “influencer”. En este comentario, uso el término de forma más genérica y al margen de otras obligaciones que contiene esa norma y la Ley 13/2022 General de comunicación audiovisual).
Un agente comercial es quien promueve la contratación de productos o servicios de otros, lo hace de forma estable y a cambio cobra. También puede concluir la contratación, pero esto no es esencial.
La ley impone determinadas obligaciones y garantiza ciertos derechos a quienes firman un contrato de agencia. Si el influencer es considerado “agente”, los debería tener igualmente. Y son varios: por ejemplo, la duración, el preaviso que hay que dar para terminar el contrato, las obligaciones de las partes… Y el más relevante, el derecho del agente a cobrar una indemnización al final de la relación por la clientela que se hubiera generado. Si un influencer es un agente, también tendría este derecho.
¿Y cómo valorar si un influencer es o no un agente? Para eso deberemos analizar dos cosas: (a) el contrato (y cuidado porque hay contrato, aunque no sea escrito) y (b) cómo se han comportado las partes.
Los elementos que, en mi opinión, tienen más relevancia para concluir que un influencer es un agente, serían los siguientes:
a) que el influencer promueva la contratación de servicios o la compra de productos y lo haga de forma independiente.
El contrato indicará qué ha de hacer el influencer. Será más claro considerarlo como agente si sus comentarios animan a contratar: por ejemplo, incluyen un link a la web de fabricante, si ofrece un código descuento, si admite que se le hagan pedidos. Y que lo haga como “profesional” independiente, y no como un empleado (con horario, medios, instrucciones).
Podrá ser más complicado considerarlo agente si se limita a hablar de las bondades del producto o servicio, a aparecer en la publicidad como imagen de marca, a usar un determinado producto y hablar bien de él. Lo importante, en mi opinión, es examinar si la actividad del influencer es para que se contrate el producto que comenta, o si lo que hace es una persuasión más genérica (aparecer en publicidad, prestar su imagen a un producto, realizar demostraciones de uso), o incluso si solo busca promocionarse a sí mismo como vehículo de información general (por ejemplo, influencers que hacen comparaciones de productos sin pretender que se compren unos u otros). En el primer caso (intenta que se compre el producto) sería más fácil considerarlo “agente”, y menos en los otros ejemplos.
b) que dicha “promoción” se haga de forma continuada o estable.
Y cuidado, porque esta continuidad o estabilidad, no quiere decir que el contrato tenga que ser de duración indeterminada. Es, más bien, lo contrario a una relación esporádica. Un contrato de un año puede ser suficiente, mientras que varias intervenciones desconectadas, aun durando más tiempo, podrían no serlo.
En este caso, se excluirían como agentes aquellos influencers que realizan comentarios ocasionales, que intervienen con actuaciones aisladas, quienes se limitan a realizar comparaciones sin promover la compra de uno u otro, y aunque todo eso dé lugar a ventas, aunque sus comentarios sean frecuentes y aunque puedan tener una gran influencia en el comportamiento de sus seguidores.
c) que reciba una remuneración por su actividad
Un influencer que perciba una remuneración en función de las ventas (por ejemplo, porque promociona un código descuento, un link específico, o remite a su web para pedidos), podrá más fácilmente ser considerado como un agente. Pero también si solo percibe una cantidad fija por su promoción. Quedarían excluidos, por el contrario, aquellos influencers que no percibieran remuneración de la marca (el ejemplo de quien habla las bondades de un producto en comparación con otros, pero sin vincularlo a su promoción).
Conclusión
La frontera entre lo que cualifica al influencer como agente o no puede ser muy sutil, sobre todo porque los contratos no suelen ser unívocos y a veces sus prestaciones son múltiples. Lo más importante es analizar con cuidado el contrato y el comportamiento de las partes.
Un influencer podría ser considerado un agente comercial en la medida en que con su actividad promueva la contratación del producto (no simplemente, si lleva a cabo una labor informativa, o de imagen), que se haga de forma estable (y no meramente anecdótica o esporádica) y a cambio de una remuneración.
Lo esencial para valorar la situación concreta es analizar el contrato (si es escrito más fácil) y la forma en la que se han comportado las partes.
En resumen: para redactar un contrato con un influencer o, si ya se firmó, pero se quiere concluir, habrá que prestar atención a estos elementos. Como influencer puedes tener mucho interés en que se te considere un agente cuando concluyes tu contrato y así tener derecho a una indemnización, mientras que como empresario preferirás lo contrario.
NOTA FINAL. En España y en la fecha de este comentario (9 de junio de 2024) no conozco ninguna sentencia que trate sobre este asunto. Mi propuesta se basa en mi experiencia de más de 30 años asesorando y defendiendo en tribunales en relación con contratos de agencia. Por otra parte, y que yo sepa, hay al menos una sentencia en Roma (Italia) que aborda el asunto: Tribunale di Roma; Sezione Lavoro 4º, St. 2615 de 4 marzo 2024; R. G. n. 38445/2022
Resumen: Si eres un empresario sabes que al final de un contrato de agencia seguramente tendrás que pagar a tu agente una indemnización por clientela. ¿Es posible librarse de ella? Es la gran pregunta que intentamos responder en un post anterior.
Y ahora nos preguntamos: ¿es posible pagarla por adelantado (por ejemplo, como una parte de la comisión)? Y si lo hacemos y al final no la debíamos ¿podríamos recuperar lo adelantado?
En España la respuesta de los tribunales ha sido afirmativa. Pero, ojo: hay condiciones. Entremos en detalle.
Ya lo sabemos: al terminar un contrato de agencia el empresario debe normalmente pagar al agente una indemnización por clientela si ha aumentado el número de clientes o las operaciones con los preexistentes, y si su actividad puede continuar produciendo ventajas al empresario. ¿Es posible adelantar su pago?
Los tribunales españoles parecen aceptar ese adelanto, pero hay que estar muy atento a cómo se redacta la cláusula. Algunas sentencias nos ayudan a entenderlo mejor.
La Audiencia de Sevilla (24 de enero de 2019 ) analizó el pago de una parte de la comisión a cuenta de la indemnización por clientela. Y consideró que si se había pagado había que descontar ese importe de la indemnización; y si no se había hecho, había que pagarla entera. A la misma conclusión y con un pacto similar había llegado la Audiencia de Madrid (22 de noviembre 2017).
La Audiencia de Valladolid (4 de febrero de 2019) tampoco se opuso a un pago anticipado de la indemnización por clientela. Solo exigió que la cláusula fuera clara, que se hubiera pagado realmente y como adelanto de tal indemnización y no por otro motivo.
La Audiencia de Navarra (12 de noviembre de 2004) confirmó que lo relevante era la claridad de la cláusula, aunque la rechazó porque al redactarla no se tuvieron en cuenta los elementos que componen tal indemnización: aportar nuevos clientes o incremento sensible de las operaciones con los preexistentes, ni que dicha actividad pudiera continuar produciendo ventajas sustanciales al empresario.
Por último, la Audiencia de Barcelona (28 de junio de 2019) tampoco discutió la validez del pago anticipado. Es más, admitió la posibilidad de que una vez pagada tuviera que devolverse si la indemnización no fuera procedente.
En resumen y a modo de conclusión
Los tribunales parecen admitir el pago anticipado de la indemnización por clientela y que lo pagado pueda descontarse de una futura indemnización. Eso sí, la cláusula tiene que ser muy clara y respetar los requisitos legales de esta indemnización (nuevos clientes o incremento y la posible continuidad de las ventajas para el empresario) ya que, en caso de dudas, será probablemente rechazada.
Y en una ocasión se ha admitido, incluso, la posibilidad de recuperar lo adelantado si al final no había obligación de indemnizar y se había pactado claramente.
Por lo tanto: si eres empresario y necesitas redactar un contrato de agencia en España, ten en cuenta esta posibilidad, estúdiala, y déjate asesorar por alguien que pueda prepararte una buena cláusula.
Summary
Egypt aims to be Africa’s first green hydrogen producer by incentivizing companies to invest in the sector. Collaborative efforts with Germany and European companies are underway to enhance hydrogen projects and transport. Incentives include financial subsidies, tax exemptions, and administrative advantages, contingent on project conditions like commissioning, foreign funding, local materials use, and community development.
What is the status of green energy in Egypt and what role does green hydrogen play in this?
It is currently estimated that Egypt has the potential to generate 350 GW of wind energy and about 650 GW of solar energy per year, as per the Minister of Electricity and Renewable Energy’s (Mohamed Shaker El-Marqabi) declaration. As part of its National Climate Strategy 2050, Egypt has set itself the goal of reducing its carbon emissions, promoting the use of renewable energy sources and using alternative forms of energy, including green hydrogen. The importance the Egyptian government attaches to green hydrogen is evident, not least with the recent cabinet meeting on 17th of May 2023.
With a view to becoming the first African country to produce green hydrogen, new incentives for green hydrogen and derivatives projects were presented at the cabinet meeting. Based on an investment of 13 billion USD, the legal and financial benefits (new incentive package) that companies in this field can benefit from in the future were presented.
What agreements exist between Egypt and third countries to promote green hydrogen?
Agreement between Egypt and Germany on green hydrogen
The new incentive package was preceded by a meeting between the German-Egyptian Partnership for Green Hydrogen Projects committee and Egyptian officials on the 14th of March 2023. This resulted in a joint roadmap for supporting hydrogen production companies and promoting hydrogen transport and marketing. At this meeting, it was decided that the parties, the Egyptian Minister of International Cooperation (Rania Al-Mashat) and the Egyptian Minister of Public Enterprises (Mahmoud Esmat), will establish a platform to promote the use of green hydrogen.
At the above-mentioned meeting, Egypt and Germany signed two Memoranda of Understanding (MoU) to enhance cooperation in the field of green hydrogen.
The Egyptian Government also recently signed other MoUs with seven European leading companies and global alliances to produce new and renewable energy, to establish green hydrogen production complexes in Ain Al-Sokhna and the Red Sea Governorate.
The German-Egyptian cooperation in the field of green hydrogen follows Egypt’s goal to establish itself as a hub for producing green hydrogen.
Agreement between Egypt and third countries on green hydrogen
Egypt has also partnered with the European Union to advance green hydrogen production. Furthermore, in 2022, on the occasion of COP27, Egypt signed a series of MoUs with several international organisations to engage foreign investment in green hydrogen production and make Egypt a transit route for clean energy to Europe.
MoUs with global companies and alliances have defined the Red Sea Governorate as the location where green hydrogen projects will be carried out in the future.
Are there investment incentives for the production of green hydrogen in Egypt?
In the cabinet meeting of 17th of May 2023, the Egyptian Prime Minister Mustafa Madbuli stated that Egypt was offering the «largest» package of investment incentives and facilitations to companies wishing to invest in green hydrogen production projects in Egypt. He further announced the formation of a working group composed of representatives of the authorities involved to elaborate these investment incentives.
The statement indicated that companies involved in green energy projects in Egypt will benefit from incentives set out in the Law drafted in the cabinet meeting of 17th of May 2023 and Investment Law No. 72 of 2017. This targets companies involved in the «production, storage and export of green hydrogen».
What investment incentives for the production of green hydrogen in Egypt are provided for in the draft Law of 17th of May 2023?
Financial incentives
Investments in the green hydrogen sector are subsidised in the amount of 33 % to 55 % of the income tax payable. The Ministry of Finance pays the subsidy within 45 days after the deadline for filing the tax return. The subsidy itself is not taxable. The exact conditions for the payment of the subsidy are still to be determined by the Cabinet.
All machinery, equipment, materials, consumables and vehicles (except private vehicles) used in green hydrogen and derivative projects are exempt from VAT.
No VAT is levied on exports of green hydrogen and its derivatives.
The Ministry of Finance pays most of the duties and certification costs associated with setting up the business and all import duties on imported goods used by the establishment. Further, it pays the taxes that would have been levied on the real estate used for the activity, if any.
Administrative incentives
Projects in the field of green hydrogen or its derivatives benefit from the so-called golden licence, as it is called in the Investment Law No. 72 of 2017.
All raw materials, spare parts and vehicles required for operations can be freely imported or exported directly or through distributors without the need for registration in the Importers’ Register.
The incentives apply to projects and their extensions throughout the contract period if the project agreements are concluded within a maximum of 7 years from the date of commercial commissioning.
Requirements
The investment incentives apply when:
- the project is commissioned within 5 years of the signing of the project agreement
- at least 70 % of the investment costs come from foreign funds
- at least 20 % of the locally used materials originate from Egypt
- training programmes are set up for local workers and know-how is shared
- the project company draws up a development plan for the communities in which it will operate
What investment incentives for the production of green hydrogen in Egypt are provided for in the Investment Law No. 72 of 2017?
The tax incentives granted under the Investment Law No. 72 of 2017 provide for special, general and additional incentives.
Special incentives
These are tax reductions limited to 7 years for projects that are started within 3 years (extendable to 6 years) after the provisions of the Law No. 72 of 2017 came into force (i.e. by October 2023). The investment costs consist of equity capital, long-term loans to finance the construction of the project’s movable and immovable assets, and working capital. The tax base is the taxable net profit, which is taxed at the following rates:
1) Tax exemption on 50 % of the investment costs for the implementation of a project in geographical locations with the greatest development needs (underdeveloped locations) designated by the Central Agency for Public Mobilization and Statistics (CAPMS)
The law identifies these sites as “Zone A”. According to the implementing regulations, “Zone A” includes:
- the Suez Canal Economic Zone
- the Golden Triangle Special Economic Zone
- the New Administrative Capital Zone
- the south of Giza province
- the provinces of Port Said, Ismailia and Suez (east of the canal) connected to the Suez Canal.
- border provinces, including Red Sea province south of Safaga
- the provinces in upper Egypt
- other areas in greatest need of development (to be determined by the Prime Minister)
2) Tax exemption on 30 % of the investment costs of a project located in the remaining geographical areas outside “Zone A”, referred to as “Zone B”, and operating in certain sectors.
This includes projects that:
- are active in the field of renewable energies
- export their products outside Egypt
- be carried out by a small or medium-sized (SME)
General incentives
Parallel to the special investment incentives, general investment incentives also apply. For example, projects are exempt from certain administrative requirements and fees for a period of 5 years from the date of their registration in the commercial register. Furthermore, temporary duty-free imports and exports are possible.
Additional incentives
Additional investment incentives may also be granted by decision of the Council of Ministers:
- special customs offices for the export or import of the investment project
- bearing of the value of the utility supply (such as electricity and water supply) of the property intended for the investment project or part thereof by the State
- partial bearing of the costs of a technical training programme for employees by the State
- reimbursement of half of the value of the land allocated for industrial projects, provided that the activity was started within two years of the transfer of the land
- free allocation of land for certain strategic activities
- under certain conditions, granting of a general permit for the construction, operation and management of the project as well as for the provision of the land required for this purpose. This permit shall also be deemed to be a building permit and shall be effective in its own right without any further action being required. In December 2022, the Egyptian Cabinet granted general approval for several projects.
- incorporation shares of capital companies subject to the Investment Law No. 72 of 2017 may be traded during the first two fiscal years of the company, subject to the approval of the competent Minister
- simplified acquisition of real estate, provided it is used for the project
Takeaways
- Egypt’s Green Hydrogen Drive: Egypt is strategically embracing green hydrogen production as a pivotal element of its renewable energy vision. The country’s ambitious goals and extensive incentives underscore its commitment to becoming a leading player in the global green energy landscape.
- International Collaborations: Collaborations with Germany and European partners highlight Egypt’s proactive approach to international cooperation in advancing green hydrogen technologies. Memoranda of Understanding and joint roadmaps are facilitating knowledge exchange and investments for robust hydrogen projects.
- Comprehensive Incentive Framework: Egypt’s multifaceted incentive framework, including financial subsidies, tax exemptions, and administrative benefits, showcases the government’s determination to attract investments in green hydrogen production. Stringent conditions for benefiting from these incentives emphasize the nation’s dedication to sustainable practices and local community development.
Resumen
Al terminar los contratos de agencia y distribución la principal fuente de conflicto es la reclamación de una indemnización por clientela. La Ley española del Contrato de Agencia —al igual que la Directiva sobre Agentes comerciales— prevé que cuando se extingue el contrato, el agente tendrá derecho, si se dan determinadas condiciones, a una indemnización. En España, por analogía (aunque con salvedades y matices), esta indemnización se puede reclamar también en contratos de distribución.
Para que se reconozca esta indemnización es necesario que el agente (o el distribuidor: para más detalles, consulte este artículo) hayan aportado nuevos clientes o incrementado sensiblemente las operaciones con los preexistentes, que su actividad pueda seguir produciendo ventajas sustanciales al empresario y que resulte equitativo. Todo esto condiciona que se reconozca el derecho a la indemnización y su cuantía.
Estas expresiones (nuevos clientes, incremento sensible, pueda producir, ventajas sustanciales, equitativo) son difíciles de definir a priori, por lo que, para tener éxito, es recomendable que las reclamaciones ante los tribunales se apoyen, caso por caso, en informes de expertos, supervisados por un abogado.
Hay, al menos en España, una tendencia a reclamar directamente el máximo que prevé la norma (un año de remuneraciones calculada como media de los cinco anteriores) sin entrar en más análisis. Pero si se hace así, se corre el riesgo de que un juez rechace la petición por considerarla sin fundamento. Por lo tanto, y a partir de nuestra experiencia, me parece conveniente orientar sobre cómo fundamentar mejor la reclamación de esta indemnización y su cuantía.
Conviene que el agente/distribuidor, el perito y el abogado tengan en cuenta lo siguiente:
Comprobar cuál ha sido la aportación del agente
Si existían clientes antes de iniciarse el contrato y qué volumen de ventas se hacía con ellos. Para reconocer esta indemnización es necesario que el agente haya incrementado el número de clientes o las operaciones con los preexistentes.
Analizar la importancia de esos clientes a la hora de seguir aportando ventajas al empresario
Su recurrencia, su fidelidad (al empresario y no al agente), la tasa de migración (cuántos seguirán con el empresario al concluir el contrato o con el agente). En efecto, Será difícil hablar de “clientela” si solo ha habido clientes esporádicos, ocasionales, no recurrentes (o poco) o que seguirán permaneciendo fieles al agente y no al empresario.
Cómo se queda el agente al terminar el contrato
¿Podrá hacer competencia al empresario o hay restricciones en el contrato? Si el agente puede seguir atendiendo a los mismos clientes, pero para un empresario diferente, la indemnización se podría discutir bastante.
¿Es equitativa la indemnización?
Examinar cómo ha actuado el agente en el pasado: si ha cumplido sus obligaciones, su trabajo a la hora de introducir los productos o abrir el mercado, la posible evolución de tales productos o servicios en el futuro, etc.
¿Perderá comisiones el agente?
Aquí hay que examinar si tenía exclusividad; su mayor o menor facilidad para hacerse con un nuevo contrato (p.ej. por edad, crisis económica, el tipo de productos, etc.) o con una nueva fuente de ingresos, la evolución de las ventas durante los últimos años (las consideradas para la indemnización), etc.
Es necesario también calcular el máximo legal que no podrá superarse
La media anual de lo percibido durante el período del contrato (o de 5 años si duró más). Esto incluirá no solo las comisiones, sino cualquier cantidad fija, bonificaciones, premios, etc. o los márgenes en caso los distribuidores.
Y, por último, conviene incluir en el informe del experto todos los documentos analizados
Si no se hace así y solo se mencionan, podría dar lugar a que no se tengan en cuenta por un juez.
Consulte la Guía Práctica sobre Contratos de Agencia Internacional
Para leer más sobre las principales características de un contrato de agencia en España, consulte nuestra Guía.
Summary – According to French case law, an agent is subject to the protection of the commercial agent legal status and therefor is entitled to a termination indemnity only if it has the power to negotiate freely the price and terms of the sale contracts. ECJ ruled recently that such condition is not compliant with European law. However, principals could now consider other options to limit or exclude the termination indemnity.
It is an understatement to say that the ruling of the European court of justice of June 4, 2020 (n°C828/18, Trendsetteuse / DCA) was expected by both French agents and their principals.
The question asked to the ECJ
The question asked by the Paris Commercial Court on December 19, 2018 to the ECJ concerned the definition of the status of the commercial agent who could benefit from the EC Directive of December 18, 1986 and consequently of article L134 and seq. of Commercial Code.
The preliminary question consisted in submitting to the ECJ the definition adopted by the Court of Cassation and many Courts of Appeal, since 2008 : the benefit of the status of commercial agent was denied to any agent who does not have, according to the contract and de facto, the power to freely negotiate the price of sale contracts concluded, on behalf of the seller, with a buyer (this freedom of negotiation being also extend to other essential terms of the sale, such as delivery or payment terms).
The restriction ruled by French courts
This approach was criticized because, among other things, it was against the very nature of the economic and legal function of the commercial agent, who has to develop the principal’s activity while respecting its commercial policy, in a uniform manner and in strict compliance with the instructions given. As most of the agency contracts subject to French law expressly exclude the agent’s freedom to negotiate the prices or the main terms of the sales contracts, judges regularly requalified the contract from commercial agency contract into common interest mandate contract. However, this contract of common interest mandate is not governed by the provisions of Articles L 134 et seq. of the Commercial Code, many of which are of internal public order, but by the provisions of the Civil Code relating to the mandate which in general are not considered to be of public order.
The main consequence of this dichotomy of status lays in the possibility for the principal bound by a contract of common interest mandate to expressly set aside the compensation at the end of the contract, this clause being perfectly valid in such a contract, unlike to the commercial agent contract (see French Chapter to Practical Guide to International Commercial Agency Contracts).
The decision of the ECJ and its effect
The ECJ ruling of June 4, 2020 puts an end to this restrictive approach by French courts. It considers that Article 1 (2) of Directive of December 18, 1986 must be interpreted as meaning that agents must not necessarily have the power to modify the prices of the goods which they sell on behalf of a principal in order to be classified as a commercial agent.
The court reminds in particular that the European directive applies to any agent who is empowered either to negotiate or to negotiate and conclude sales contracts. The court added that the concept of negotiation cannot be understood in the restrictive lens adopted by French judges. The definition of the concept of «negotiation” must not only take into account the economic role expected from such intermediary (negotiation being very broad: i.e. dealing) but also preserve the objectives of the directive, mainly to ensure the protection of this type of intermediary.
In practice, principals will therefore no longer be able to hide behind a clause prohibiting the agent from freely negotiating the prices and terms of sales contracts to deny the status of commercial agent.
Alternative options to principals
What are the means now available to French or foreign manufacturers and traders to avoid paying compensation at the end of the agency contract?
- First of all, in case of international contracts, foreign principals will probably have more interest in submitting their contract to a foreign law (provided that it is no more protective than French law …). Although commercial agency rules are not deemed to be overriding mandatory rules by French courts (diverging from ECJ Ingmar and Unamar case law), to secure the choice not to be governed by French law, the contract should also better stipulate an exclusive jurisdiction clause to a foreign court or an arbitration clause (see French Chapter to Practical Guide to International Commercial Agency Contracts).
- it is also likely that principal will ask more often a remuneration for the contribution of its (preexisting) clients data base to the agent, the payment of this remuneration being deferred at the end of the contract … in order to compensate, if necessary, in whole or in part, with the compensation then due to the commercial agent.
- It is quite certain that agency contracts will stipulate more clearly and more comprehensively the duties of the agent that the principal considers to be essential and which violation could constitute a serious fault, excluding the right to an end-of-contract compensation. Although judges are free to assess the seriousness of a breach, they can nevertheless use the contractual provisions to identify what was important in the common intention of the parties.
- Some principals will also probably question the opportunity of continuing to use commercial agents, while in certain cases their expected economic function may be less a matter of commercial agency contract, but rather more of a promotional services contract. The distinction between these two contracts must, however, be strictly observed both in their text and in reality, and other consequences would need to be assessed, such as the regime of the prior notice (see our article on sudden termination of contracts)
Finally, the reasoning used by ECJ in this ruling (autonomous interpretation in the light of the context and aim of this directive) could possibly lead principals to question the French case-law rule consisting in granting, almost eyes shut, two years of gross commissions as a flat fee compensation, whereas article 134-12 of Commercial code does not fix the amount of this end-of-contract compensation but merely indicates that the actual damage suffered by the agent must be compensated ; so does article 17.3 of the 1986 EC directive. The question could then be asked whether such article 17.3 requires the agent to prove the damage actually suffered.
Una vez que el contrato de la Agencia se resuelve por parte del Principal, el Agente generalmente decide reclamar algunas indemnizaciones. Estas incluyen indemnizaciones por daños y clientela.
Para reclamarlas, es muy importante tener en cuenta el plazo de prescripción. Hemos observado que, con frecuencia, los agentes tardan demasiado en decidir si reclaman o no tales indemnizaciones, comienzan negociaciones con sus Principales para encontrar una solución al conflicto, a veces están renegociando su posición para un nuevo acuerdo, área o condiciones; o a veces simplemente consideran que no hay prisa para actuar.
La Ley española del Contrato de Agencia (art. 31) prevé expresamente —en términos similares a los de la Directiva sobre los Contratos de Agencia (art. 17.5)—, un plazo de prescripción de un año a partir de la terminación del contrato tanto para reclamar la indemnización por daños como la de clientela.
Esto significa que después del vencimiento de dicho año, nuestros Tribunales no admitirán ninguna reclamación de las mencionadas. Y en los contratos regidos por la ley española y sometidos a procedimientos arbitrales, el agente también corre el riesgo de que su petición sea desestimada si la presenta fuera de ese plazo. Las partes no pueden modificar esta duración en su contrato, pero pueden tomar algunas medidas para extenderla.
Este plazo de prescripción tiene, por lo tanto, consecuencias importantes. Son numerosas las situaciones que pueden ocurrir y no es nuestra intención cubrirlas todas, pero en caso de que el contrato de la Agencia termine, las siguientes ideas pueden ser útiles:
- El período de un año comienza desde el día en que se resolvió el contrato. Esta fecha debe considerarse con cuidado, incluso si no hubo una carta de resolución formal.
- El plazo de un año, de acuerdo con el Código Civil español, supone que terminará el día exacto un año natural después (de fecha a fecha, por ejemplo, desde el 1 de mayo al 1 de mayo del año sucesivo) o al día siguiente si ese día no existe en el año siguiente (por ejemplo, del 29 de febrero al 1 de marzo).
- En términos generales, el inicio de este período de un año es el día de finalización del contrato y no la fecha en que se envió o recibió la notificación o el momento en el que el Principal exige al Agente el cumplimiento de sus obligaciones. El plazo de preaviso (si existiera) se respetará si se incluyó en la resolución.
- En caso de que la carta de resolución implicara la resolución inmediata, ese día será la fecha de inicio del cómputo, incluso si el procedimiento revelara posteriormente que el Principal debería haber dado un preaviso.
- Esto se aplica, en general, a cada contrato de agencia. Esto significa que, en caso de acuerdos sucesivos y no vinculados (por ejemplo, el primero se resuelve y el segundo comienza 10 meses después), se considerará el plazo de prescripción para cada contrato por separado. Sin embargo, los contratos de agencia sucesivos (acuerdos con una duración determinada que se encadenan uno inmediatamente después del anterior) generalmente se consideran como un único contrato.
- Algunas actividades del Agente pueden interrumpir este plazo de prescripción de un año, debiendo reiniciarse de nuevo el cómputo de un nuevo año. Por ejemplo (algunas de estas han sido aceptadas por la jurisprudencia, otros se mencionan expresamente en diferentes leyes):
- Una reclamación extrajudicial enviada por el Agente o por alguien en su nombre reclamando la indemnización por clientela, incluso si se califica incorrectamente como “despido laboral” en lugar de indemnización.
- Reclamar la indemnización por clientela como indemnización laboral ante los tribunales laborales cuando no era claro el tipo de relación existente.
- Inicio de un procedimiento de conciliación ante un tribunal de primera instancia
- El inicio de un procedimiento de mediación (cuando lo hacen ambas partes de común acuerdo o una de ellas en ejecución de la cláusula de mediación del contrato) también interrumpirá la prescripción mientras dure el procedimiento de mediación, a contar desde el momento en que el mediador haya recibido la solicitud de mediación o se hubiera depositado en la institución de mediación.
- La aceptación por parte del Principal de la deuda o la indemnización por clientela al solicitar la lista de clientes.
- Otras acciones del Agente podrían tener resultados diferentes para la prescripción en función de las circunstancias, y algunas no han sido aceptadas como válidas para interrumpir el plazo:
- Una reclamación iniciada por el Agente ante un tribunal no competente dependerá de las circunstancias para poder apreciar si hay o no interrupción.
- Un procedimiento penal no interrumpe el período de un año.
- La demanda de diligencias preliminares tampoco ha sido aceptada para interrumpir el período de un año.
Por lo tanto, como conclusión, parece conveniente que en la fase de redacción del contrato se incluya una cláusula de mediación. Esto otorgará a las partes una herramienta adicional y útil para resolver sus conflictos y una posible forma de obtener tiempo adicional en caso de que los tribunales sean llamados a intervenir.
Y cuando finaliza un acuerdo de agencia (con o sin cláusula de mediación), nuestra recomendación para el Agente es que envíe el caso a un abogado local nada más tener noticia de la resolución del acuerdo. Cuando el Agente, por ejemplo, ha recibido la promesa de un nuevo contrato y todavía está discutiendo sobre él, o cuando todavía está negociando la resolución, es aconsejable tener cuidado y tomar las medidas necesarias, al menos, para interrumpir la prescripción y no perder el derecho a reclamar la indemnización más adelante. Una simple carta con las precauciones necesarias podría ser muy útil para sus intereses.
Una observación final para los contratos de distribución
Aunque en algunos aspectos, en particular la indemnización por clientela, el Tribunal Supremo español ha admitido la analogía con los contratos de la Agencia, este no es el caso para el plazo de prescripción de un año para reclamarla. Por lo tanto, el distribuidor que solicite la indemnización por clientela no se enfrenta a tener que hacerlo en el plazo de un año desde de la finalización de su contrato. En casos como estos, conviene, no obstante tener un asesoramiento preciso sobre el tipo de contrato ante el que nos encontramos ya que la frontera entre la agencia y la distribución no siempre es clara.
A legal due diligence of a Brazilian target company should analyze the existence and the content of Agency Agreements, including values paid to the agent and the nature of such payments and the factual situation of the target’s agents, in order to evaluate potential contingencies.
One usual suspect in legal due diligences of Brazilian target companies in M&A transactions that should not be overlooked is the existence of agency agreements, due to:
- the obligation to indemnify the agent stipulated by law: at least 1/12th of all commissions paid throughout the entire term of the agency agreement; and
- the risks for the agency being disregarded and considered as an employment relationship, subjecting the principal to compensate the agent as an employee with all rights, benefits, taxes and social contributions.
This should be considered for evaluation of potential contingencies and the impacts on the valuation of the target.
No doubt that agents can be an important component of the sales force of the business and can be strategic for the activity of the principal, in view of a certain independence and for not increasing the payroll of a company.
On the other hand, under Brazilian laws, the protective nature of the agency demands the principal a considerable level of attention.
Indemnification
Brazilian Federal Law No. 4,886/65 as amended – the Brazilian Agency Law – determines that the agent is entitled to, at the termination of an agency agreement, receive an indemnification of 1/12th calculated over all the commissions paid throughout the duration of the entire period of the agency agreement.
The Brazilian Agency Law stipulates that if the parties sign a new contract within 6 months after the expiration of the previous, the relation between agent and principal shall be deemed as the same relationship and thus, the duration to calculate the indemnification shall encompass the entire period (past and subsequent contract).
Termination by the agent
The Brazilian Agency Law also stipulates situations that agent could terminate the contract and still be entitled to receive the 1/12th indemnification:
- reduction of the activities in disagreement with the contractual stipulation
- breach of exclusivity (territory and/or products), if so stipulated in the agreement
- determination of prices that makes the agency unfeasible and
- default on payment of the commissions
- force majeure
Termination without cause
Termination without cause can be done, upon payment to agent of the indemnification and with a previous notice of at least 30 days, in which situation the agent shall receive the payment of 1/3 of the remuneration received during the previous 90 days prior to the termination.
Can principal avoid the indemnification?
The only cases where the 1/12th indemnification would not be applicable are when the contract is terminated by principal with cause. The Brazilian Agency Law has limited situations for principal to terminate the contract with cause:
- acts by agent causing disrepute of the principal
- breach of obligations related to the agency activities
- criminal conviction related to honor, reputation
These situations shall be clearly demonstrated. Producing the sufficiently strong evidence of the facts to configure cause for termination may not be an easy task, considering some of the facts may be subject to construing and interpreting by the parties, witnesses and ultimately the judge.
As a result, from past experiences, it is rare to see principals in conditions not to incur in the 1/12th indemnification.
Potential risk: configuring employment relationship
In addition to the indemnification, the activities developed by the agent could eventually be deemed as performed by a regular employee of the principal and, in this case, principal could be subject to compensate the agent as an employee.
Agent vs. employee
For the appreciation of the employment relationship, the individual acting as agent shall file a labor claim and demonstrate the existence of the employment relationship.
The Labor Court judge will consider the factual situation, prevailing upon the written agreements or other formal documents. The judge may rely on e-mails, witnesses and other evidence.
The elements of an employment relationship are:
- Individual: in case the individual acts by himself to perform the services; Personal services: the services are in fact performed by the individual specifically to the Principal;;
- Non-eventuality – exclusivity: the services are rendered in a regular basis;
- Subordination: key factor – the individual has to follow strict instructions directed by principal, such as reporting to an employee of the principal, determined visits;
- Rewarding – fixed remuneration: the individual is awarded regular amounts and expenses allowances
In the event the individual can demonstrate the existence of the elements to configure an employment relationship, he/she could have an award to entitle him/her to have his remuneration considered as of a regular employee for the last 5 years.
As a result, the individual would be awarded the payment of Christmas bonus (equivalent to 1 monthly remuneration per year), vacation allowance (1/3 of a monthly remuneration per year), unemployment guarantee fund (1 monthly remuneration per year) plus other benefits that he/she would be given as an employee of principal (based on the collective bargaining agreement between the employees’ and employers’ unions). The company would also be obliged to make the payment of the co-related social security contributions.
Needless to say, the result could turn into a considerable potential contingency.
The author of this article is Paulo Yamaguchi
