{"id":10588,"date":"2026-01-07T15:18:09","date_gmt":"2026-01-07T15:18:09","guid":{"rendered":"https:\/\/www.martinsdelima.com\/agency-experiences\/"},"modified":"2026-02-08T18:49:24","modified_gmt":"2026-02-08T18:49:24","slug":"agency-experiences","status":"publish","type":"page","link":"https:\/\/www.martinsdelima.com\/en\/agency-experiences\/","title":{"rendered":"Agency Experiences"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"10588\" class=\"elementor elementor-10588 elementor-8527\" data-elementor-post-type=\"page\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5861a17 elementor-section-full_width elementor-section-stretched elementor-section-height-min-height elementor-section-height-default elementor-section-items-middle\" data-id=\"5861a17\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;,&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-ea42bdb\" data-id=\"ea42bdb\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8924fce elementor-widget elementor-widget-heading\" data-id=\"8924fce\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><b>Experiences<\/b><br><b>Agency and Franchises<\/b><br>Situation Analysis and Calculation of Compensation for Clientele<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9dff6a0 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9dff6a0\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c3e38d1\" data-id=\"c3e38d1\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-78fa56c elementor-widget elementor-widget-text-editor\" data-id=\"78fa56c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h6>In an international arbitration, we assisted an exclusive distributor in Spain of <strong>high-tech healthcare products<\/strong> whose activity depended, to a very large extent, on a single brand (around 93% of the business for several years). After the termination of the relationship, the supplier began to sell and market directly in the territory and, in addition, restricted access to critical order management tools, aggravating the operational impact of the change. <\/h6><h6>The controversy was not only contractual: the economic core was that the supplier was going to continue benefiting from the <strong>\u201cgoodwill\u201d and clientele<\/strong> created over more than a decade, while the distributor suddenly lost its ability to exploit that value and, at the same time, was left without a realistic period to reposition itself in the market. In sectors where trust, brand, and continuity of service are key, that <strong>\u201ctransfer\u201d of clientele has a quantifiable cost.<\/strong> <\/h6><h6>Our assignment consisted of constructing a solid and understandable expert valuation for the court, structuring the damages in <strong>two coherent approaches<\/strong>: a <strong>\u201cprincipal\u201d valuation of the value of the lost clientele portfolio,<\/strong> and an <strong>\u201calternative\u201d valuation based on specific breaches of contract<\/strong> (lack of notice, non-competition, etc.), complemented with sunk costs and interest.<\/h6><h6>In the principal valuation, we calculated the <strong>present value of the clientele portfolio<\/strong> using a <strong>DCF<\/strong>: we estimated the <strong>contribution margin attributable to the brand<\/strong>, projected its future generation over an <strong>average customer lifetime<\/strong>, and discounted those flows with a rate derived from <strong>CAPM<\/strong> (risk-free rate, beta, and market premium), incorporating <strong>inflation<\/strong>. This approach allowed us to arrive at a robust quantification of the economic value of the clientele, with a deliberately conservative approach. <\/h6><h6>In parallel, we accredited and quantified <strong>sunk costs<\/strong> directly linked to the business (stock and specific investments), to complete the patrimonial damage with verifiable evidence. In addition, in the alternative valuation, we incorporated compensation equivalent to <strong>one year of remuneration<\/strong> <strong>for lack of notice and for the violation of the non-competition period<\/strong>, and we added a goodwill\/severance compensation in accordance with the <strong>regulations of the country for commercial agents<\/strong>, also limited to one year, calculated with averages of the last five years. <\/h6><h6>The result was a consistent quantification between both methods (principal and alternative), reinforcing the credibility of the analysis and avoiding dependence on a single hypothesis. In aggregate terms, our estimates placed the compensation including items of <strong>clientele, sunk costs, and interest<\/strong>, with a prudent approach (for example, maintaining the negative effect of 2020 in the averages). <\/h6><h6>In practice, this work gave the client an <strong>extraordinarily defensible expert basis<\/strong>: we connected facts, contract, and applicable regulations with a <strong>standard and transparent financial valuation<\/strong>, explained clearly and with conservative assumptions, to strongly support the claim and substantially improve its procedural and negotiating position.<\/h6>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>ExperiencesAgency and FranchisesSituation Analysis and Calculation of Compensation for Clientele In an international arbitration, we assisted an exclusive distributor in Spain of high-tech healthcare products whose activity depended, to a very large extent, on a single brand (around 93% of the business for several years). After the termination of the [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"page-templates\/template-pagebuilder-full-width.php","meta":{"footnotes":""},"class_list":["post-10588","page","type-page","status-publish","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Agency Experiences - Martinsdelima<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.martinsdelima.com\/en\/agency-experiences\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Agency Experiences - Martinsdelima\" \/>\n<meta property=\"og:description\" content=\"ExperiencesAgency and FranchisesSituation Analysis and Calculation of Compensation for Clientele In an international arbitration, we assisted an exclusive distributor in Spain of high-tech healthcare products whose activity depended, to a very large extent, on a single brand (around 93% of the business for several years). 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