Case Study: Commercial Policy Optimisation & Antitrust Risk Mitigation

Client: A well-known consumer electronics and home appliances brand seeking to organize a dispersed sales network.

Business Challenge: The company’s dynamic growth outpaced its procedural frameworks. The previous model of cooperation with contractors relied on personal relationships – key commercial arrangements were often oral or made via SMS or other instant messengers. This resulted in settlement chaos, a lack of a consistent pricing policy, and a high volume of complaints and disputes between the company and its partners. The Management Board identified the need for a radical shift away from traditional methods toward a professional system that would also protect the company against significant risks under antitrust regulations.

Implementation: We designed a transparent architecture of commercial terms and policies, dividing the network into three clear pillars:

• Internal segment: Subsidiaries.

• Franchise segment: Based on a suite of agreements protecting know-how, the brand, and service standards.

• Distribution segment: Clear rules of cooperation based on hard criteria.

The key to success was creating simple and clear tools for employees – replacing discretion with precise instructions and templates that eliminated the risk of prohibited price or territorial agreements. The onboarding of new partners was also sealed, making it impossible to place orders without a valid agreement in place.

Result: The client gained a robust commercial policy that significantly reduced operational disputes. Employees received a toolkit that allows for the swift and secure “closing” and finalization of transactions, while the Management Board gained assurance regarding the network’s compliance with competition law.