--- title: "Go-to-Market" id: "7422" type: "expertise" slug: "go-to-market" published_at: "2026-04-17T14:52:08+00:00" modified_at: "2026-07-29T10:39:45+00:00" url: "https://www.august-debouzy.com/en/expertise/go-to-market/" markdown_url: "https://www.august-debouzy.com/en/expertise/go-to-market.md" excerpt: "Structuring Supply Chains. Scaling Distribution Networks. Supply chains and distribution networks have become strategic assets, exposed to contractual tensions, logistical disruptions, and continuous regulatory change. Organising, expanding, or renegotiating them with trusted partners demands both agility and sound legal expertise...." taxonomy_language: - "English" taxonomy_post_translations: - "pll_69e249186bc29" taxonomy_tax_expertise: - "Supply Chain, Distribution & Réseaux" taxonomy_tax_famille_expertise: - "Advisory" - "Transactional" --- ## Structuring Supply Chains. *Scaling Distribution Networks.* Supply chains and distribution networks have become strategic assets, exposed to contractual tensions, logistical disruptions, and continuous regulatory change. Organising, expanding, or renegotiating them with trusted partners demands both agility and sound legal expertise. We advise clients at every stage: from manufacturing and subcontracting to logistics management, go-to-market strategy, and network deployment, as well as digital platform governance and supply crisis management. Each engagement is designed to strengthen operations and give our clients real room to manoeuvre. ## *our* Capabilities ### (01) Supply Chain and Logistics Supply chain, subcontracting, and logistics underpin the day-to-day running of any business — and are typically the first point of vulnerability when disputes or operational disruptions arise. We design and negotiate manufacturing agreements, industrial subcontracting arrangements, and logistics contracts covering storage, transport, and distribution. We clearly allocate responsibilities at every stage of the chain and manage large-scale projects undertaken by our clients, working in coordination with our Real Estate team on dedicated logistics infrastructure and with our IT and Digital team on the deployment of technology solutions to streamline operations. ### (02) Commercial and Operational Terms Standard terms of sale, purchase, or services are not administrative formalities: they set the ground rules for commercial relationships and determine the balance of rights and obligations between business partners. We draft, negotiate, and tailor these instruments to accurately reflect our clients’ operational realities and strategic priorities, anticipate potential disputes, and ensure they can act decisively when a relationship deteriorates. Each set of terms — whether for sale, purchase, or services — is built as a practical risk management tool, calibrated to the relevant sector. ### (03) Distribution and Networks Whether through commercial agents, franchise networks, selective or exclusive distribution arrangements, or omnichannel strategies across B2B and B2C channels, building a distribution network means designing a sustainable go-to-market strategy on solid yet adaptable contractual foundations. We structure and document distribution arrangements in all their forms, anticipate applicable regulatory constraints, and advise on network changes from launch and expansion through to restructuring and closure. We address competition law aspects in coordination with our Antitrust team. ### (04) Platforms and Commercial Intermediation The rise of digital platforms has fundamentally reshaped relationships between producers, intermediaries, and end customers. We advise both platform operators and businesses operating on platforms in drafting and negotiating terms of use and service conditions, as well as in disputes involving delisting, moderation decisions, or ranking challenges. Each matter is assessed through both a contract law lens and the applicable regulatory framework, including the Digital Services Act, unfair commercial practices legislation, and economic dependence rules. ### (05) Disruptions and Market Incidents Disputes with distributors, supply shortages, logistics crises, or network breakdowns all call for an immediate, well-structured response. We manage exits from commercial relationships, handle wrongful termination claims, define the terms of disengagement, and bring proceedings where necessary. We intervene early to help clients anticipate and avoid crises and, when they occur, to contain their contractual and financial impact — working alongside our Litigation team when disputes move to court. Collective excellence at the service of the *highest standards.* [Mathilde Saltiel ( Partner )](https://www.august-debouzy.com/en/collaborateur/mathilde-saltiel/) [Benjamin van Gaver ( Partner )](https://www.august-debouzy.com/en/collaborateur/benjamin-van-gaver/) [Robin Nini ( Senior Associate )](https://www.august-debouzy.com/en/collaborateur/robin-nini/) [Maëva Ammel ( Associate )](https://www.august-debouzy.com/en/collaborateur/maeva-ammel/) [Clélie Simeoni ( Associate )](https://www.august-debouzy.com/en/collaborateur/clelie-simeoni/) Précédent Suivant ## Contact Us ## *our* References Supply Chain, Distribution & Réseaux #### Supply and distribution agreements Assisted a leading luxury group in drafting and negotiating a wide range of supply and distribution agreements, including commercial agency, franchise and concession agreements, selective distribution, online distribution, and general terms of sale and use, in both B2B and B2C contexts, across multiple brands. Supply Chain, Distribution & Réseaux #### Redefine a distribution strategy Advised a major player in the sports retail sector on redefining its distribution strategy, both online and offline, including termination of existing agreements with partners no longer aligned with the new strategy, and drafting new contractual frameworks and associated documentation for new partners. ## *FAQ* ### (01) How should you structure your supply chain and logistics flows from a legal perspective? Supply chains expose companies to contractual, regulatory and operational risks at every link: sourcing, transport, warehousing, customs, quality control. The proliferation of sector-specific regulations (duty of vigilance, international sanctions, export controls, ESG standards) adds a compliance layer at each stage. We structure the contractual architecture of the supply chain: supply contracts, logistics agreements, subcontracting arrangements, force majeure and hardship clauses, cascading liability mechanisms. Each framework is designed to allocate risks, secure operational continuity and ensure regulatory compliance. ### (02) How can you negotiate and secure your commercial terms against restrictive competition practices? Negotiating commercial terms (pricing, rebates, services, logistics penalties) takes place within a strict legislative framework. Regulation (EU) 2022/720 (VBER), applicable from 1 June 2022 to 31 May 2034, defines the conditions for block exemption of vertical agreements (exclusive distribution, selective distribution, franchising) under Article 101 TFEU, subject to a 30% market share threshold for each party. We support suppliers and distributors in negotiating, drafting and auditing their general terms of sale, purchase agreements, commercial cooperation agreements and service contracts. ### (03) How should you structure a distribution network compliant with competition law? Setting up a distribution network (exclusive, selective, franchise, commercial agency) requires compliance with competition law and restrictive practices rules. Territorial clauses, post-contractual non-compete provisions, online selling restrictions and distributor selection criteria must be calibrated to remain within the VBER exemption scope. We design and audit our clients’ distribution networks: drafting distribution and franchise agreements, defining selection criteria, structuring pricing policies and training commercial teams on compliant practices. ### (04) How can you manage platform relationships and handle termination of established commercial relationships? Digital platforms and commercial intermediaries are reshaping distribution chain dynamics. The P2B Regulation (2019/1150) imposes transparency obligations on platforms in their relationships with business users. Additionally, the abrupt termination of an established commercial relationship exposes the party responsible to a liability action. We advise clients on structuring platform relationships, drafting intermediation contractual terms and managing terminations: analyzing the relationship duration, assessing reasonable notice, negotiating exits and, where necessary, litigation defence. ### (05) Why choose August Debouzy as your law firm for supply chain, distribution and networks? Suppliers, distributors, franchisors, platforms and logistics players entrust us with structuring and defending their commercial relationships. From designing distribution networks to managing terminations, from negotiating commercial terms to competition compliance, we deploy cross-cutting expertise covering contract law, competition law, consumer law and platform regulation. Each engagement is designed to secure commercial flows and preserve business relationships over time.