{"id":1567,"date":"2025-05-14T09:41:19","date_gmt":"2025-05-14T08:41:19","guid":{"rendered":"https:\/\/redparalela.eu\/?p=1567"},"modified":"2025-05-14T09:58:07","modified_gmt":"2025-05-14T08:58:07","slug":"key-products-and-exclusivity-dont-let-them-tie-your-hands","status":"publish","type":"post","link":"https:\/\/redparalela.eu\/en\/key-products-and-exclusivity-dont-let-them-tie-your-hands\/","title":{"rendered":"Key products and exclusivity: don\u2019t let them tie your hands"},"content":{"rendered":"\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/redparalela.eu\/wp-content\/uploads\/2025\/05\/key-products.png\"><img loading=\"lazy\" decoding=\"async\" width=\"1536\" height=\"1024\" src=\"https:\/\/redparalela.eu\/wp-content\/uploads\/2025\/05\/key-products.png\" alt=\"\" class=\"wp-image-1571\" srcset=\"https:\/\/redparalela.eu\/wp-content\/uploads\/2025\/05\/key-products.png 1536w, https:\/\/redparalela.eu\/wp-content\/uploads\/2025\/05\/key-products-300x200.png 300w\" sizes=\"auto, (max-width: 709px) 85vw, (max-width: 909px) 67vw, (max-width: 1362px) 62vw, 840px\" \/><\/a><\/figure>\n\n\n\n<h2><strong>When key products draw a fine line between strategy and conflict<\/strong><\/h2>\n<p data-start=\"263\" data-end=\"484\">In the HORECA distribution world, some products change everything. We\u2019re talking about <strong data-start=\"350\" data-end=\"366\">key products<\/strong>\u2014high-turnover items, easily recognized by consumers, that can make the difference between winning or losing a client.<\/p>\n<p data-start=\"486\" data-end=\"510\">These products help you:<\/p>\n<p data-start=\"512\" data-end=\"763\">\u2705 Break into new accounts with an irresistible offer<br data-start=\"564\" data-end=\"567\" \/>\u2705 Protect your existing clients from competitor distributors<br data-start=\"627\" data-end=\"630\" \/>\u2705 Offer a complete service to clients who already buy almost everything from you\u2026 except that one product they find cheaper elsewhere<\/p>\n<h4 data-start=\"770\" data-end=\"823\">the problem: exclusivity that ties your hands \ud83d\udea7<\/h4>\n<p data-start=\"825\" data-end=\"910\">Many distributors sign <strong data-start=\"848\" data-end=\"872\">exclusive agreements<\/strong> with brands that later become a trap:<\/p>\n<ul data-start=\"912\" data-end=\"1189\">\n<li data-start=\"912\" data-end=\"1006\">\n<p data-start=\"914\" data-end=\"1006\">The manufacturer itself leaks the product through unofficial channels and breaks the price<\/p>\n<\/li>\n<li data-start=\"1007\" data-end=\"1088\">\n<p data-start=\"1009\" data-end=\"1088\">That same product shows up on platforms like <strong data-start=\"1054\" data-end=\"1070\">RED PARALELA<\/strong> at lower prices<\/p>\n<\/li>\n<li data-start=\"1089\" data-end=\"1189\">\n<p data-start=\"1091\" data-end=\"1189\">If you buy it elsewhere to protect your margin, the brand may accuse you of breaching the contract<\/p>\n<\/li>\n<\/ul>\n<h4 data-start=\"1196\" data-end=\"1261\">is it legal for an exclusive deal to make you lose money? \u2696\ufe0f<\/h4>\n<p data-start=\"1263\" data-end=\"1426\">Spain\u2019s Competition Authority (CNMC) and the courts have said it clearly: exclusivity is only valid if it actually <strong data-start=\"1378\" data-end=\"1401\">benefits the market<\/strong>, not if it restricts it.<\/p>\n<ul data-start=\"1428\" data-end=\"1820\">\n<li data-start=\"1428\" data-end=\"1579\">\n<p data-start=\"1430\" data-end=\"1579\"><strong data-start=\"1430\" data-end=\"1467\">Spanish Competition Law (art. 1):<\/strong> bans agreements that limit or distort competition (like forcing you to buy expensive while others sell cheap)<\/p>\n<\/li>\n<li data-start=\"1580\" data-end=\"1708\">\n<p data-start=\"1582\" data-end=\"1708\"><strong data-start=\"1582\" data-end=\"1618\">EU Regulation 2022\/720 (art. 4):<\/strong> if market share exceeds 30%, blocking sales outside your territory is no longer allowed<\/p>\n<\/li>\n<li data-start=\"1709\" data-end=\"1820\">\n<p data-start=\"1711\" data-end=\"1820\"><strong data-start=\"1711\" data-end=\"1746\">Spanish Civil Code (art. 1255):<\/strong> contracts are valid only if they don\u2019t violate the law or public interest<\/p>\n<\/li>\n<\/ul>\n<blockquote data-start=\"1822\" data-end=\"1990\">\n<p data-start=\"1824\" data-end=\"1990\"><strong data-start=\"1824\" data-end=\"1842\">Plain English:<\/strong> if a brand forces you to buy high and at the same time floods the market with lower prices, that clause is likely invalid\u2014or at least renegotiable.<\/p>\n<\/blockquote>\n<h4 data-start=\"1997\" data-end=\"2055\">real cases where courts sided with the distributor \ud83d\udcdc<\/h4>\n<ul data-start=\"2057\" data-end=\"2531\">\n<li data-start=\"2057\" data-end=\"2225\">\n<p data-start=\"2059\" data-end=\"2225\"><strong data-start=\"2059\" data-end=\"2100\">STS 317\/2017 (Spain\u2019s Supreme Court):<\/strong> the supplier ended deliveries without fair notice; the court granted compensation and forced them to buy back unsold stock<\/p>\n<\/li>\n<li data-start=\"2226\" data-end=\"2382\">\n<p data-start=\"2228\" data-end=\"2382\"><strong data-start=\"2228\" data-end=\"2245\">STS 305\/2007:<\/strong> the manufacturer sold through cheaper, parallel channels; the court ruled in favor of the distributor for lost profits and client base<\/p>\n<\/li>\n<li data-start=\"2383\" data-end=\"2531\">\n<p data-start=\"2385\" data-end=\"2531\"><strong data-start=\"2385\" data-end=\"2437\">CNMC resolution, 6 Feb 2020 (Case S\/DC\/0630\/18):<\/strong> Adidas was forced to remove restrictions that blocked online sales outside the official store<\/p>\n<\/li>\n<\/ul>\n<blockquote data-start=\"2533\" data-end=\"2631\">\n<p data-start=\"2535\" data-end=\"2631\"><strong data-start=\"2535\" data-end=\"2564\">client base compensation:<\/strong> money to cover the value of customers you generated for the brand.<\/p>\n<\/blockquote>\n<h4 data-start=\"2638\" data-end=\"2679\">what can you do as a distributor? \ud83e\udde0<\/h4>\n<ol data-start=\"2681\" data-end=\"3011\">\n<li data-start=\"2681\" data-end=\"2769\">\n<p data-start=\"2684\" data-end=\"2769\"><strong data-start=\"2684\" data-end=\"2710\">Review your contracts:<\/strong> watch for clauses that restrict you without real benefit<\/p>\n<\/li>\n<li data-start=\"2770\" data-end=\"2850\">\n<p data-start=\"2773\" data-end=\"2850\"><strong data-start=\"2773\" data-end=\"2792\">Document leaks:<\/strong> take screenshots, save unofficial offers, collect proof<\/p>\n<\/li>\n<li data-start=\"2851\" data-end=\"2919\">\n<p data-start=\"2854\" data-end=\"2919\"><strong data-start=\"2854\" data-end=\"2871\">Track prices:<\/strong> alternative prices can help you show the harm<\/p>\n<\/li>\n<li data-start=\"2920\" data-end=\"3011\">\n<p data-start=\"2923\" data-end=\"3011\"><strong data-start=\"2923\" data-end=\"2948\">Negotiate with facts:<\/strong> share the legal precedents and possible risks with the brand<\/p>\n<\/li>\n<\/ol>\n<p data-start=\"3013\" data-end=\"3176\">And if you need access to key products without breaking your structure, <strong data-start=\"3085\" data-end=\"3101\">RED PARALELA<\/strong> offers you a secure and confidential way to do it\u2014backed by legal support.<\/p>\n<h4 data-start=\"3183\" data-end=\"3227\">conclusion: strategy, not submission \ud83c\udfaf<\/h4>\n<p data-start=\"3229\" data-end=\"3467\">An exclusive agreement should not become a prison.<br data-start=\"3279\" data-end=\"3282\" \/>A brand that plays in multiple markets can\u2019t demand blind loyalty.<br data-start=\"3348\" data-end=\"3351\" \/>Protect your margins, your client base, and your reputation\u2014with the tools and legal backing already in your corner.<\/p>\n<p data-start=\"3469\" data-end=\"3570\">If this situation sounds familiar or you want to discuss your case, get in touch. We\u2019re here to help.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>When key products draw a fine line between strategy and conflict In the HORECA distribution world, some products change everything. We\u2019re talking about key products\u2014high-turnover items, easily recognized by consumers, that can make the difference between winning or losing a client. These products help you: \u2705 Break into new accounts with an irresistible offer\u2705 Protect &hellip; <a href=\"https:\/\/redparalela.eu\/en\/key-products-and-exclusivity-dont-let-them-tie-your-hands\/\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;Key products and exclusivity: don\u2019t let them tie your hands&#8221;<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[862],"tags":[896,869,867,884,870,897,868],"class_list":["post-1567","post","type-post","status-publish","format-standard","hentry","category-sin-categorizar-en","tag-competition-law","tag-distribution","tag-fmcg-2","tag-grey-market-2","tag-horeca-2","tag-market-regulation","tag-parallel-market"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Key products and exclusivity: don\u2019t let them tie your hands - Red Paralela BCN S.L.<\/title>\n<meta name=\"description\" content=\"When key products draw a fine line between strategy and conflict In the HORECA distribution world, some products change everything. 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