1. Goodwill Indemnity in Germany © 2012

2. Indemnity in Germany _________________________________________________ © 2012 Legal basis not goodwill Compensation for loss of benefits deriving from a clientele created by franchisee/ master franchisee Application of art. 89 b German Commercial Code (GCC) by analogy

3. Indemnity in Germany _________________________________________________ © 2012 Provisions of art. 89 b GCC Analogous application to other distribution intermediaries, exclusive dealers in particular Analogous application to franchisees and master franchisees

4. History and philosophy of art. 89 b GCC _________________________________________________ © 2012 Loss of income because of loss of clientele Continuing advantages from the clientele for the principal Provision strongly based on equity reflections

5. Wording _________________________________________________ © 2012 Article 89 b - Claim for Compensation (1) After termination of the contractual relationship the commercial agent may demand from the principal reasonable compensation if and insofar as: 1.The Principal derives also after contract termination substantial benefits from the business with new customers brought by the agent and 2.the payment of a compensation is equitable having regard to all circumstances of the case and, in particular, the commission cost by the agent on the business transacted with such customers. A customer can be said to have been recruited if the commercial agent has so significantly increased business relations with a customer that this corresponds in commercial terms to the recruitment of a new customer. (2) Such compensation shall amount to not more than one year’s commission or other annual remuneration calculated on the basis of the average of the last five years´ activities of the commercial agent; where the contractual relationship has been of shorter duration, the average during the period of activity is to be taken as the basis.

6. Wording _________________________________________________ © 2012 (Article 89 b) (3) Such claim shall not arise, if 1.the commercial agent has terminated the contractual relationship, unless the conduct of the principal has given good cause for such termination, or, by reason of age or illness, the commercial agent could not reasonably be expected to continue his activity, or 2.the principal has terminated to contractual relationship for good cause justifying immediate termination by reason of fault on the part of the commercial agent, or 3.by agreement between the principal and the commercial agent a third party assumes the contractual rights and liabilities of the commercial agent in his stead; such agreement may not be concluded before termination of the contractual relationship. (4) This claim may not be excluded in advance. It must be asserted within one year of termination of the contractual relationship.

7. Conditions _________________________________________________ © 2012 Benefits for the principal deriving from the clientele brought by the agent Loss of commissions for the agent Elements of equity

8. Calculation _________________________________________________ © 2012 Hypothetical analysis of the commissions, the agent would have earned with the clientele Upper limit: one year‘s commission

9. Exclusion of indemnity _________________________________________________ © 2012 Termination by agent without good cause Termination by principal for cause

10. Mandatory character _________________________________________________ © 2012 Art. 89 b GCC may not be excluded before the end of the contract International mandatory Circumvention by choice of law and/or choice of jurisdiction prevented

11. Analogous application to authorised dealers _________________________________________________ © 2012 Decision of German Supreme Court of 3 May 1983 Integration in principal‘s sales organisation Transfer of clientele to principal

12. Analogous application to franchisees and master franchisees _________________________________________________ © 2012 Integration in sales organisation ist not a problem Crucial requirement: transfer of clientele to franchisor No certainty concerning the basis of calculation

13. Thank you for you attention! _________________________________________________ © 2012 Horst Becker becker@ariathes.eu Prinzregentenplatz 14 81675 Munich – Germany Tel. +49 (0)89 980 314 Fax +49 (0)89 980 317