Претензия по расторжению дистрибьюторского договора
Дистрибьютор нарушает условия договора, не платит, продает конкурентам или выходит на прямой контакт с вашими клиентами?
Пошаговый гид по досудебной претензии (demand letter) для расторжения distribution agreement в США.
Когда подавать претензию на расторжение дистрибьюторского договора
Типичные ситуации
Дистрибьютор систематически не выполняет минимальные объемы закупок (minimum purchase requirements).
Задержки платежей превышают 60-90 дней. Продает ваши товары конкурентам или за пределами территории.
Нарушает эксклюзивность или создает конфликт брендов. Отказывается предоставлять sales reports.
Что такое distribution agreement в США
Distribution agreement регулируется на двух уровнях:
UCC Article 2 (Sale of Goods)
Uniform Commercial Code применяется к продаже товаров (не услуг). Все 50 штатов приняли UCC с небольшими вариациями.
Ключевые нормы: good faith (§1-304), reasonable notice для termination (§2-309),
cure period при breach (§2-508).
State common law + franchise/dealer laws
Некоторые штаты (Wisconsin, New Jersey, Iowa) имеют dealer protection laws, которые требуют
"good cause" для termination и компенсацию за inventory. California имеет Franchise Relations Act
для определенных типов distributors.
Contract terms control (если не противоречат public policy)
Ваш distribution agreement определяет: (1) grounds for termination, (2) notice period,
(3) cure rights, (4) post-termination obligations (inventory buyback, non-compete).
Но суды могут отменить unconscionable terms.
Good faith requirement
Даже при at-will termination вы обязаны действовать in good faith. Termination для захвата
distributor's customer base или avoiding earned commissions может быть bad faith.
Типы нарушений, дающих право на termination
Нарушение
Правовое основание
Неплатежи (payment default)
Material breach. UCC §2-703 дает право suspend performance и terminate. Обычно требуется notice + cure period (10-30 дней).
Недостижение minimum purchase requirements
Breach of contract если minimums четко прописаны. Но если недостижение вызвано вашими delays или market conditions - может быть excuse.
Территориальное нарушение (territory breach)
Если contract дает exclusive territory - продажа за пределами = breach. Antitrust issues могут ограничить enforcement (см. Sherman Act).
Продажа конкурирующих товаров
Breach если contract запрещает competing products. Но blanket prohibition на все competing goods может быть unenforceable restraint of trade.
Отказ предоставлять sales reports
Breach of reporting obligations. Дает право audit + terminate if material. Audit costs обычно ложатся на distributor если discrepancy >5%.
Critical: Dealer protection laws
Wisconsin Stat. §135.01 и аналоги в других штатах требуют "good cause" для termination dealership
и 90-day notice. Если ваш distributor подпадает под dealer definition - вы не можете terminate at will.
Проверьте applicable state law до отправки demand letter.
Нужна помощь с претензией на расторжение?
Я готовлю demand letters для споров по distribution agreements с учетом UCC, state law и contract terms.
Работаю на русском и английском. Фиксированная цена.
Uniform Commercial Code применяется к sale of goods (не services). Ключевые секции:
§2-309: Duration and termination
Если contract не указывает termination terms, он может быть terminated at will,
но требует "reasonable notification". Что reasonable зависит от (1) length of relationship,
(2) distributor's investment, (3) industry custom. 30-90 дней типично.
§2-508: Cure by seller
Если buyer (distributor) отказывается принять товар из-за non-conformity,
seller имеет право cure if time for performance не истекло. Это работает в обе стороны:
дайте distributor право cure breach до termination.
§2-703: Seller's remedies на breach
При material breach вы можете: (1) withhold delivery, (2) stop delivery in transit,
(3) resell goods, (4) recover damages = contract price - resale price + incidental damages.
§1-304: Obligation of good faith
Every contract imposes obligation of good faith in performance and enforcement.
Good faith = "honesty in fact" + "observance of reasonable commercial standards of fair dealing".
Termination для predatory reasons (захват клиентов) = bad faith.
State franchise and dealer protection laws
Некоторые штаты имеют special protection для dealerships и franchises:
Штат
Statute
Ключевые требования
Wisconsin
Wis. Stat. §135.01 et seq.
90-day notice + good cause для termination. Applies к distributors with "community of interest".
New Jersey
N.J. Stat. §56:10-1 et seq.
Good cause + fair and reasonable notice. Franchise Investment Law.
California
Cal. Corp. Code §20000 et seq.
Franchise Relations Act: good cause, 180-day notice, repurchase inventory at cost.
Arkansas
Ark. Code §4-72-201 et seq.
Franchise Practices Act: 90-day notice, good cause для termination.
Good cause definition
Good cause обычно включает: (1) failure to comply with reasonable requirements,
(2) failure to meet minimum sales quotas (if reasonable), (3) payment default,
(4) conviction of felony, (5) fraudulent conduct. Суды смотрят на whether cause is substantial
и whether termination proportionate to violation.
Antitrust considerations (Sherman Act, FTC Act)
При termination за territory breach или selling competing products учитывайте antitrust риски:
Vertical territorial restrictions
Exclusive territories разрешены если не unreasonably restrain trade (Continental T.V., Inc. v. GTE Sylvania).
Rule of reason analysis: pro-competitive effects (interbrand competition) vs. anticompetitive (intrabrand).
Exclusive dealing agreements
Запрет на competing products (exclusive dealing) законен если не substantially foreclose competition
(Tampa Electric Co. v. Nashville Coal). FTC смотрит на market share + duration.
Консультация по UCC и state law
Разберу вашу ситуацию, определю applicable law и grounds for termination, подготовлю претензию.
Стандартная претензия: (1) Reference к contract, (2) Summary нарушений с датами и суммами,
(3) Prior attempts to resolve (emails, calls), (4) Notice of breach под contract terms,
(5) Cure period (если применимо), (6) Termination effective date, (7) Post-termination obligations
(return inventory, final payment, non-compete), (8) Consequences if non-compliance.
Сниппеты для termination demand (EN)
Opening - Notice of Termination
I represent [YOUR COMPANY] ("[Company]") with respect to the Distribution Agreement dated [DATE] (the "Agreement") between [Company] and [DISTRIBUTOR NAME] ("[Distributor]").
This letter constitutes formal notice of material breach and, if not cured within [30] days, termination of the Agreement effective [TERMINATION DATE], pursuant to Section [X] of the Agreement.
Укажите section contract, дающий право на termination
Material Breach - Payment Default
[Distributor] is in material breach of the Agreement as follows:
Payment Default: As of [DATE], [Distributor] owes [Company] $[AMOUNT] for invoices dated [DATES], which are [X] days past due. Section [Y] of the Agreement requires payment within [30] days of invoice date. [Distributor] has failed to remit payment despite [Company]'s repeated demands (attached as Exhibit A).
This breach constitutes grounds for immediate termination under Section [Z] of the Agreement and UCC §2-703.
Приложите копии unpaid invoices и prior demands
Material Breach - Minimum Purchase Requirements
Failure to Meet Minimum Purchase Requirements: Section [X] of the Agreement requires [Distributor] to purchase a minimum of $[AMOUNT] worth of products per [quarter/year]. For the period [START DATE] to [END DATE], [Distributor] purchased only $[ACTUAL AMOUNT], representing [X]% shortfall.
[Company] has provided [Distributor] with multiple opportunities to cure this deficiency, including offering extended payment terms and promotional support (correspondence attached as Exhibit B). Despite these accommodations, [Distributor] has failed to meet the contractually mandated minimums for [X] consecutive periods.
Покажите reasonable accommodations - это good faith
Cure Period + Termination Date
Pursuant to Section [X] of the Agreement and UCC §2-309, [Distributor] has [30] days from the date of this letter (the "Cure Period") to remedy the breaches identified above by:
(a) Remitting full payment of $[AMOUNT] for all outstanding invoices, including applicable late fees;
(b) Providing written plan with firm commitments to meet minimum purchase requirements for the next [12] months;
(c) Ceasing all sales outside the designated territory and providing sales reports for the past [6] months.
If [Distributor] fails to fully cure by [CURE DEADLINE], the Agreement will automatically terminate effective [TERMINATION DATE], and [Company] will pursue all available remedies.
30 дней стандартный cure period; короче если contract предусматривает
Post-Termination Obligations
Upon termination, [Distributor] shall immediately:
(a) Cease using [Company]'s trademarks, trade names, and promotional materials;
(b) Return or destroy all confidential information and marketing materials;
(c) Provide [Company] with a complete inventory of unsold products, which [Company] will repurchase at [X]% of wholesale cost, less any amounts owed by [Distributor];
(d) Remit final payment for all outstanding invoices within [10] business days;
(e) Comply with the non-compete and non-solicitation provisions in Section [X] of the Agreement for [X] months following termination.
[Company] will arrange for pickup of inventory within [30] days of termination.
Buyback terms должны быть в contract; если нет - negotiate
Consequences - Remedies
If [Distributor] fails to comply with this notice, [Company] will pursue all available remedies, including:
• Immediate termination of the Agreement without further cure opportunity;
• Recovery of all outstanding amounts plus interest at [X]% per annum (or the maximum rate permitted by law);
• Damages for breach of contract under UCC §2-708, including lost profits and incidental damages;
• Injunctive relief to enforce non-compete and non-solicitation provisions;
• Recovery of attorneys' fees and costs as provided in Section [X] of the Agreement;
• Reporting of unpaid amounts to credit bureaus and collection agencies.
[Company] also reserves the right to pursue claims for breach of fiduciary duty, unfair competition, and violation of state dealer protection laws if applicable.
Некоторые distribution agreements требуют mediation или arbitration до termination.
Игнорирование этих процедур может привести к breach by YOU. Читайте Section "Dispute Resolution"
и "Termination" в вашем contract.
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После отправки termination notice
Сохраните proof of delivery (certified mail + email). Отслеживайте cure period deadline.
Если distributor cure - требуйте письменное подтверждение + мониторинг compliance.
Если ignore - готовьтесь к transition: уведомите клиентов, прекратите shipments, arrange inventory pickup.
Помощь с подготовкой termination notice
Я помогу review contract, собрать доказательства, подготовить compliant termination letter.
Зависит от contract terms и state law. Если contract says "at will" или "terminable upon notice" -
да, но вы обязаны дать reasonable notice (UCC §2-309). Что reasonable - зависит от length of relationship,
distributor's investment, industry custom. 30-90 дней типично. Но некоторые state dealer laws
(Wisconsin, New Jersey) требуют "good cause" независимо от contract terms.
UCC §2-702 дает вам право stop delivery if you discover distributor is insolvent.
UCC §2-703 позволяет withhold delivery при anticipatory breach. Отправьте письменное уведомление:
"Shipments suspended до full payment outstanding invoices." Это не termination,
а suspension of performance. Если distributor cure payment default - вы обязаны resume shipments
(unless contract gives you termination right).
Зависит от (1) contract terms и (2) state law. Многие distribution agreements включают buyback clause
на определенный % от cost. State franchise/dealer laws (California, Wisconsin) могут требовать
buyback "at cost" для unsold inventory. Если contract silent и no state law requirement -
вы не обязаны выкупать, но это может быть good faith gesture для smooth transition.
Обычно buyback at 70-85% wholesale cost минус restocking fee.
Доказательства: (1) customer complaints из других territories, (2) invoices/shipping records
с addresses вне designated territory, (3) online sales на eBay/Amazon shipping nationwide,
(4) marketing materials targeting other regions, (5) mystery shopping - заказ из другой territory.
Также проверьте resale data если у вас есть serial numbers или lot tracking.
Одна-две случайные продажи обычно не material breach; систематическое нарушение (>10% sales) - да.
Да, но с ограничениями. Exclusive dealing agreements законны под antitrust law если не
substantially foreclose competition (Tampa Electric test). Ключевые факторы: (1) ваша market share,
(2) duration ограничения, (3) availability альтернативных distributors. Blanket prohibition
на "all competing products" может быть unreasonable restraint of trade. Лучше определить
specific competing brands или product categories. Courts более tolerant к ограничениям
если вы предоставляете exclusive territory.
UCC §1-304 требует good faith в performance and enforcement каждого contract.
Good faith = "honesty in fact" + "reasonable commercial standards of fair dealing".
Bad faith termination: (1) terminate чтобы избежать paying earned commissions,
(2) terminate чтобы захватить distributor's customer relationships,
(3) terminate из мести или discrimination, (4) terminate без reasonable notice или opportunity to cure.
Покажите good faith через: written warnings, cure opportunities, reasonable notice period.
Зависит от grounds for termination. Если termination for cause (material breach by distributor) -
вы не должны compensation. Если at-will termination без cause - distributor может иметь claim
под state dealer protection laws (например, Wisconsin требует compensation за inventory + goodwill).
Также если вы terminate чтобы go direct и capture distributor's customers - это может быть
tortious interference или breach of implied covenant of good faith. Damages = lost profits
за reasonable wind-down period (обычно 6-12 месяцев).
Остались вопросы по termination?
Разберу вашу ситуацию на консультации, объясню применимые законы и strategy.
Я помогаю российским и международным компаниям с distribution agreements в США.
Услуги:
Консультация (30 мин Zoom)
Разбор вашей ситуации, review distribution agreement, оценка grounds for termination.
Объясняю UCC vs. state dealer laws, timeline, risks.
Подготовка termination notice
Полный текст на английском с учетом ваших contract terms и breaches.
Включает notice of breach, cure period, termination date, post-termination obligations. Фиксированная цена.
Review distribution agreement
Анализ termination clause, governing law, dispute resolution, post-termination obligations.
Рекомендации по compliance и риски.
Coordination с US litigation counsel
Если нужен injunction для enforce non-compete или collect unpaid amounts - помогу найти
и координировать с attorney в applicable jurisdiction.
Почему обращаются ко мне
Работаю на русском и английском. Знаю специфику cross-border distribution Russia/CIS → USA.
Объясняю сложные концепции (UCC, dealer protection laws, good faith) простым языком.
Фокус на practical outcomes - clean termination с минимальными рисками litigation.