Дистрибьютор, агент или франчайзи продает за пределами эксклюзивной территории или переманивает ваших клиентов из других регионов?
Пошаговый гид по досудебной претензии (demand letter) для territory breach в США.
Exclusive distributor продает в других territories через online sales или direct outreach.
Franchisee открыл второй location вне designated area. Агент переманивает клиентов из territory
другого агента. Reseller использует shipping addresses вне территории для обхода restriction.
Cross-territory solicitation через digital advertising (Google Ads, Facebook targeting).
Что такое territorial restriction в США
Территориальные ограничения регулируются contract law + antitrust law:
Contract law: exclusive territory clause
Ваш distribution/franchise agreement определяет: (1) geographic boundaries (state, county, ZIP codes),
(2) exclusivity type (exclusive, non-exclusive, protected), (3) restrictions на out-of-territory sales,
(4) remedies при breach (damages, termination, injunction).
Sherman Act §1: vertical territorial restrictions
Territorial allocations между manufacturer и distributors анализируются под "rule of reason".
Они законны если promote interbrand competition (конкуренция между брендами) больше чем harm
intrabrand competition (конкуренция между вашими дистрибьюторами). GTE Sylvania case (1977).
Horizontal vs. Vertical restrictions
Vertical (manufacturer → distributor): обычно lawful под rule of reason.
Horizontal (distributor ↔ distributor agreement разделить territories): per se illegal market allocation.
Ваша pretензия должна быть framed как enforcement vertical restriction, не horizontal collusion.
FTC enforcement + state unfair competition laws
FTC Act §5 запрещает "unfair methods of competition". State laws (California Unfair Competition Law,
NY General Business Law §349) дают дополнительные remedies за breach territorial agreement.
Типы territorial restrictions и enforceability
Тип restriction
Enforceability
Exclusive territory (hard boundary)
Distributor не может продавать вне territory. Lawful под GTE Sylvania если promotes interbrand competition. Enforceable через breach of contract claim.
Areas of primary responsibility (soft boundary)
Distributor has primary responsibility in territory но может продавать elsewhere. Меньше restrictive, низкий antitrust risk. Harder to enforce breach.
Customer restriction (account-based)
Territory определена по customer accounts, не geography. Lawful если reasonable. Easier to prove breach (customer records).
Location clause (brick-and-mortar only)
Distributor ограничен specific location(s), no online sales. Courts split: some allow, some find too restrictive. Antitrust risk если prohibits all e-commerce.
Passive sales allowed (online exception)
Distributor не может actively solicit вне territory, но может fulfill passive orders (e.g., organic web traffic). EU-style. Gaining acceptance в US.
Critical: Antitrust compliance
Территориальные restrictions должны быть clearly pro-competitive. Courts смотрят на:
(1) Whether restriction необходима для incentivize distributor investment в territory,
(2) Whether alternative, less restrictive means доступны, (3) Market power - если у вас >30% market share,
scrutiny выше. Avoid language suggesting market allocation или price-fixing.
Нужна помощь с territory breach?
Я готовлю demand letters для territory violations с учетом contract terms и antitrust compliance.
Работаю на русском и английском. Фиксированная цена.
Ваш основной claim - breach of contract. Elements:
Existence of valid territorial restriction
Contract должен clearly define: (1) geographic boundaries (state lines, counties, ZIP codes, radius),
(2) exclusivity (exclusive vs. non-exclusive vs. protected territory),
(3) prohibited conduct (active solicitation, shipping, advertising).
Material breach by violator
Покажите systematic or substantial violations, не isolated incident. Доказательства:
shipping records, customer locations, invoices, digital ad targeting data, sales reports.
One-off sale обычно не material breach; pattern of sales (>10% of violator's revenue) - да.
Damages
Lost sales в вашей protected territory (если вы другой distributor) или
harm to distribution network (если вы manufacturer). Actual damages трудно quantify,
поэтому contracts часто включают liquidated damages clause.
Injunctive relief
При ongoing breach вы можете seek preliminary injunction. Standard: (1) likelihood of success on merits,
(2) irreparable harm without injunction, (3) balance of hardships favors you, (4) public interest.
Antitrust law: Sherman Act §1
Territorial restrictions анализируются под antitrust law:
Concept
Implication для enforcement
GTE Sylvania (1977)
Vertical territorial restrictions judged под rule of reason, не per se illegal. Lawful если promote interbrand competition.
Rule of reason test
Courts weigh pro-competitive effects (dealer investment, service quality) vs. anticompetitive (reduced intrabrand competition). Burden на plaintiff (если antitrust claim).
Horizontal allocation (illegal)
Если distributors сговорились разделить territories БЕЗ manufacturer involvement - per se illegal. Ваша претензия не должна imply horizontal collusion.
Resale Price Maintenance (RPM)
Если territorial restriction combined с price-fixing (minimum resale prices) - higher antitrust scrutiny. Leegin (2007) allows RPM под rule of reason, но risky.
Pro-competitive justifications (для enforcement)
Чтобы defend territorial restriction от antitrust challenge, покажите что она:
(1) Incentivizes distributors инвестировать в local marketing, inventory, service,
(2) Prevents free-riding (один distributor benefits от другого's promotional efforts),
(3) Enhances interbrand competition (ваш бренд лучше конкурирует с другими брендами).
Избегайте language "eliminate competition" или "control prices".
State unfair competition laws
Многие штаты дают дополнительные remedies:
California Unfair Competition Law (Bus. & Prof. Code §17200)
Запрещает "unlawful, unfair or fraudulent business practices". Territory breach может qualify
как unfair practice. Remedies: injunction + restitution (но не damages).
New York General Business Law §349
Deceptive acts или practices. Territory breach через misleading customers (например,
representing себя как authorized seller в чужой territory) может быть §349 violation.
Tortious interference with contract
Если third party (например, другой distributor) induces breach вашего territorial agreement -
claim за tortious interference. Elements: (1) valid contract, (2) third party's knowledge,
(3) intentional interference, (4) damages.
I represent [YOUR COMPANY/DISTRIBUTOR] ("[Principal]") with respect to the [DISTRIBUTION/FRANCHISE] Agreement dated [DATE] (the "Agreement") with [VIOLATOR NAME] ("[Violator]").
This letter constitutes formal notice of material breach of the territorial restriction provisions in Section [X] of the Agreement. [Violator] has repeatedly sold [PRODUCTS/SERVICES] outside its designated territory in violation of the Agreement's express terms.
Укажите specific section contract с territorial clause
Territorial Clause Summary
Section [X] of the Agreement grants [Violator] the exclusive right to distribute [PRODUCTS] within [DEFINED TERRITORY: e.g., "the State of California" / "ZIP codes 90001-90095" / "all counties within a 50-mile radius of Store Location"].
The Agreement expressly prohibits [Violator] from (a) soliciting customers outside the designated territory, (b) shipping products to addresses outside the territory, (c) advertising or marketing to customers in other territories, and (d) establishing additional locations outside the territory without [Principal]'s written consent.
These restrictions are material terms intended to (i) protect [Principal]'s distribution network, (ii) incentivize territorial investment by each distributor, and (iii) prevent free-riding and destructive intrabrand competition.
Quote exact contract language - важно для proving breach
Evidence of Breach - Shipping Records
[Principal] has documented the following violations by [Violator]:
Out-of-Territory Sales: Between [START DATE] and [END DATE], [Violator] shipped [PRODUCTS] to at least [X] customers located outside its designated territory, including:
• [NUMBER] sales to addresses in [STATE/REGION], territory assigned to [OTHER DISTRIBUTOR]
• [NUMBER] sales to addresses in [STATE/REGION], territory assigned to [ANOTHER DISTRIBUTOR]
• Total revenue from out-of-territory sales: approximately $[AMOUNT]
Digital Advertising: [Violator] has run Google Ads and Facebook campaigns targeting ZIP codes outside its territory (screenshots attached as Exhibit A), directly soliciting [Principal]'s customers in [OTHER TERRITORIES].
Customer Complaints: [Principal] has received complaints from [X] authorized distributors in other territories regarding [Violator]'s solicitation of their customers (correspondence attached as Exhibit B).
Attach shipping invoices, ad campaign data, customer emails как exhibits
Damages Calculation
[Violator]'s breach has caused substantial harm to [Principal] and its distribution network:
Lost Sales: [OTHER DISTRIBUTOR] in [TERRITORY] lost approximately $[AMOUNT] in sales due to [Violator]'s encroachment (based on customer purchase history showing prior purchases from [Other Distributor]).
Network Disruption: [Violator]'s actions undermine the territorial system that incentivizes all distributors to invest in local marketing and service. This threatens the viability of [Principal]'s entire distribution model.
Liquidated Damages: Section [Y] of the Agreement provides for liquidated damages of $[AMOUNT PER VIOLATION / PERCENTAGE OF OUT-OF-TERRITORY SALES] for territorial breaches, which [Principal] may elect to enforce in lieu of actual damages.
[Principal] reserves the right to seek full compensatory damages, injunctive relief, and attorneys' fees as provided in the Agreement.
Если contract has liquidated damages clause - это strongest path
Cure Demand + Deadline
[Principal] demands that [Violator], no later than [DATE] at 5:00 p.m. [TIME ZONE]:
(a) Immediately cease all solicitation, marketing, and sales activities outside its designated territory;
(b) Remove all digital advertising (Google Ads, Facebook, website content) targeting customers in other territories;
(c) Provide a complete list of all customers located outside the territory to whom [Violator] has sold products in the past [12] months, including contact information and purchase amounts;
(d) Issue written confirmation to [Principal] and affected distributors that [Violator] will cease out-of-territory sales;
(e) Pay liquidated damages of $[AMOUNT] (or, alternatively, compensatory damages of $[AMOUNT]) for documented violations.
[Violator] must also implement compliance measures, including staff training and order screening, to prevent future violations.
14-21 дней cure period reasonable для territory breach
Consequences - Termination + Injunction
If [Violator] fails to cure the breach by the deadline, [Principal] will take the following actions:
• Terminate the Agreement pursuant to Section [Z] ("Termination for Cause"), effective immediately upon written notice;
• File suit seeking preliminary and permanent injunction prohibiting [Violator] from (i) selling [PRODUCTS] in any territory, (ii) using [Principal]'s trademarks and trade dress, and (iii) soliciting customers obtained through the Agreement;
• Seek damages including (i) compensatory damages for lost sales and network harm, (ii) liquidated damages per the Agreement, (iii) disgorgement of [Violator]'s profits from out-of-territory sales, and (iv) attorneys' fees and costs;
• Report [Violator]'s breach to [INDUSTRY ASSOCIATION / FRANCHISE DISCLOSURE DATABASE] if applicable.
[Principal]'s territorial restrictions are lawful under federal antitrust law (Continental T.V., Inc. v. GTE Sylvania Inc.) as they promote interbrand competition and prevent free-riding. [Principal] is prepared to vigorously enforce its contractual rights.
Cite GTE Sylvania - показывает antitrust compliance
Нужна адаптация шаблона под ваш contract?
Я персонализирую demand letter с учетом ваших territorial terms и violation evidence.
ДО отправки demand letter проверьте что ваша territorial restriction не создает antitrust exposure.
Избегайте language suggesting price-fixing, market allocation, или restraint of trade.
Frame как vertical restriction promoting interbrand competition, не horizontal collusion.
📄 Документы и contract terms
🔎 Доказательства нарушения
💰 Расчет damages
⚙ Юридические и compliance вопросы
После отправки demand letter
Monitor compliance: проверяйте shipping data, digital ads, customer reports.
Если violator продолжает breach после cure period - немедленно seek preliminary injunction.
Delay в enforcement может waive rights. Document all post-demand violations для damages calculation.
Да, vertical territorial restrictions (manufacturer → distributors) lawful под rule of reason
(GTE Sylvania, 1977). Courts смотрят на whether restriction promotes interbrand competition
(конкуренция между брендами) больше чем harms intrabrand competition (между вашими дистрибьюторами).
Justifications: incentivize dealer investment, prevent free-riding, improve service.
НО: horizontal allocation (distributors договариваются разделить territories) = per se illegal.
Сложный вопрос. Blanket prohibition на все online sales может быть unreasonable restraint.
Более defensible: запретить active solicitation вне territory (Google Ads targeting other ZIP codes,
direct outreach) но разрешить passive sales (organic web traffic, fulfilling unsolicited orders).
EU-style distinction gaining traction в US. Также можете require geo-blocking или ship-to restrictions
если reasonably related к territory protection.
One-off sale обычно не material breach - может быть customer error (shipping address vs. billing),
employee mistake, или unsolicited order. Отправьте friendly reminder письмо вместо formal demand.
Material breach требует pattern: systematic solicitation, multiple sales (>5-10% revenue),
intentional targeting. Но если contract has zero-tolerance clause или liquidated damages per violation -
даже isolated incident может trigger remedies.
Active solicitation = distributor initiates contact или targets customers вне territory.
Доказательства: (1) digital ad campaigns targeting other ZIP codes (Google Ads geo-data),
(2) sales calls/emails to customers in other territories, (3) direct mail campaigns,
(4) trade show presence outside territory. Passive sales = customer finds distributor organically
(web search, referral) и initiates contact. Burden of proof на you - покажите affirmative outreach,
не просто fulfillment of inbound orders.
Да, если покажете: (1) likelihood of success on contract breach claim, (2) irreparable harm
(money damages inadequate - например, loss of dealer network, customer relationships),
(3) balance of hardships favors you (your harm > violator's hardship from injunction),
(4) public interest (enforcing contracts, maintaining orderly distribution).
Preliminary injunction можно получить за 2-4 недели. TRO (temporary restraining order) - за дни,
но требует emergency (imminent collapse of network).
Liquidated damages = pre-agreed amount для breach, указанная в contract. Например,
"$500 per out-of-territory sale" или "10% of violator's gross revenue from prohibited sales".
Enforceable если: (1) damages трудно quantify at time of contracting, (2) amount reasonable forecast
of actual harm (не penalty). Если liquidated damages clause valid - вы не должны prove actual damages,
просто count violations. Это сильно упрощает enforcement.
Нет, если contract чётко запрещает out-of-territory sales. "Overall brand benefit" не excuse
contractual breach. Distributor bound договором независимо от subjective belief о benefits.
Это может быть antitrust defense (arguing restriction unreasonably restrains trade), но burden
очень высокий - нужно show restriction harms competition больше чем benefits. В большинстве случаев
courts enforce territorial clauses as written.
Остались вопросы по territory enforcement?
Разберу вашу ситуацию на консультации, объясню antitrust compliance и enforcement strategy.
Подготовка demand letter
Полный текст на английском: notice of breach, evidence, cure demand, consequences.
Antitrust-compliant language. Фиксированная цена.
Review distribution agreement
Анализ territorial clause, enforceability, antitrust risks.
Рекомендации по strengthening protections и compliance.
Coordination с US litigation counsel
Если нужен preliminary injunction или damages litigation - 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.
Понимаю antitrust nuances (GTE Sylvania, rule of reason, vertical vs. horizontal).
Фокус на practical enforcement - demand letter с правильным legal framing.