«UN BUEN CONTRATO EVITA UN MAL JUICIO»
By ALBA NOVELL
LA INDEMNIZACIÓN DE CLIENTELA EN LOS CONTRATOS DE AGENCIA es uno de los temas recurrentes, tras la finalización de un contrato de agencia, es la indemnización por clientela. En GLOBALWAY ABOGADOS, como bien sabéis, creemos por el derecho preventivo: “un buen contrato evita un mal juicio”.
La realidad nos indica que, en los contratos de colaboración empresarial, en los que dos empresarios acuerdan aunar esfuerzos para conseguir resultados económicos, no se suele prever la finalización de estos, pasa lo mismo que con los matrimonios, nadie quiere ponerse en el peor de los supuestos, qué pasará si llega el divorcio.
Pero, la practica aconseja prever dicho supuesto, porque las relaciones humanas, como cualquier ser vivo, nacen, crecen y mueren y, un buen contrato debe regular dichas tres fases, si cabe con mayor atención a la última que es la que, habitualmente, acaba resolviéndose ante un Juzgado.
Los contratos de agencia tienen una regulación específica, que hace que tengan una protección especial, ya que las normas recogidas en la ley 12/92, de 27 de mayo, los blinda y hace que el agente no pueda renunciar a sus derechos en el contrato, no se puede pactar en contra, pero, si se pueden matizar sus efectos.
La indemnización por clientela está protegida por esa normativa, ¿qué se esconde detrás de dicha indemnización? Pues, una indemnización por enriquecimiento injusto. Lo que se paga al agente es el beneficio futuro que el empresario principal podrá obtener con la clientela que el agente ha creado durante la vigencia del contrato y que, tras su marcha, seguirá produciendo beneficios al principal.
La ley de agencia fija la cuantía máxima que le puede corresponder al agente en dicho concepto, la media anual de los últimos cinco años, y si el contrato ha durado menos de cinco años, se calcula la media teniendo en cuenta el tiempo que aquel haya estado en vigor, artículo 28 de la ley de Agencia.
Pero la ley de Agencia no fija un mínimo de indemnización, aunque establece que para la fijación de dicha cantidad deberá estarse a las condiciones de cada contrato, a la existencia de clientela o el aumento de esta, a los beneficios que aquella va a reportar en el futuro y a la existencia o no de cláusulas de exclusiva o de no competencia.
Conforme reiterada jurisprudencia el derecho a la indemnización por clientela, del Art 28 de la Ley de Agencia, exige los siguientes requisitos cumulativos: 1. la extinción del contrato; 2. la existencia de clientela; 3. posibilidad razonable de que la actividad del agente pueda continuar produciendo ventajas sustanciales al empresario.
- Que finalice el contrato. No se tendrá derecho a la indemnización por clientela cuando sea el agente quien lo resuelve o la resolución sea consecuencia del incumplimiento de aquel. Un listado en el contrato de que se considera incumplimiento esencial que da lugar a la resolución facilitará mucho una posterior reclamación, tanto para la parte que alega la existencia del cumplimiento como para la que la niega.
La reducción del territorio en un contrato de agencia, con la consiguiente pérdida de aquel y de los clientes que residían en el mismo, daría lugar a indemnizar la clientela a favor del agente, siempre que este no optara por la resolución del contrato por modificación sustancial del mismo.
- Que el agente haya aportado nuevos clientes al empresario o incrementado sensiblemente las operaciones con la clientela preexistente. Adjuntar al contrato de agencia, en el momento de su firma, un listado de la clientela ya existente en la zona y que pertenecía al empresario principal, hará que una futura reclamación judicial sea más sencilla. Conforme reiterada jurisprudencia el derecho a la indemnización por clientela del art 28 exige. la captación de clientela o el incremento sensible de operaciones con clientela preexistente ( STS 30 de noviembre del 2004 ) .
- Que la clientela aportada por el agente pueda seguir aportando beneficios al empresario/principal. Dicha aportación de beneficios futuros es simplemente la posibilidad de obtenerlos, no siendo necesario que se pruebe que los va a obtener, ya que el principal es libre de trabajar con quien quiera en el futuro. En esta línea la Audiencia provincial de Pontevedra, 17/01/2019 y El Tribunal Supremo en Sentencia del 30/04/2004, indica que «no se puede cargar al agente con la carga de demostrar beneficios futuros asegurados, sino que lo decisivo es que la clientela se vea incrementada debido a la actividad del agente, la que se traspasa a la concesionaria como una especie de fondo de comercio«. Si en el contrato se fija cual es la aportación de cada parte a la creación de la clientela y qué debe considerarse cliente y que no esto facilitará mucho futuras disputas.
«En el próximo artículo hablaremos de la indemnización por clientela en los contratos de distribución y la aplicación analógica de la Ley de agencia.»
Así pues, tras la resolución del contrato de agencia el agente tiene derecho a reclamar una indemnización por clientela, en el plazo máximo de un año, artículo 31 de la Ley de agencia, siempre que se den los requisitos recogidos en los apartados anteriores. Nuestro consejo es que tan pronto se reciba una carta de resolución de un contrato de agencia contactéis con vuestro abogado de confianza. Ya sabéis que desde GLOBALWAY ABOGADOS apostamos por la figura del abogado de cabecera, que conoce a sus clientes y les ayuda a conseguir sus objetivos.
El agente deberá probar lo anterior, es decir que no ha sido el quien ha resuelto el contrato. Si la resolución se debiera a un incumplimiento del agente, será el principal quien deba probar dicho incumplimiento, debiendo el agente sólo negar dicho incumplimiento.
La aportación de nuevos clientes, en este supuesto, es fácil cuando se ha iniciado de cero, más dificultades presenta cuando se ha iniciado con una cartera de clientes del empresario principal, en cuyo caso deberá ampliarla sustancialmente.
Deberán probar que dichos clientes han sido atraídos por su trabajo y no por el poder de la marca o del producto del principal para el que realiza sus funciones como agente. La STS de 27 de junio de 2.013 afirma que deben valorarse factores como la dedicación del agente, el número de clientes aportados, el volumen de operaciones que éstos comporten y las demás circunstancias del caso como el aprovechamiento por el fabricante, o el pacto de limitación de la competencia. Hay que reconocer que la marca es importante, y que con un buen producto es más fácil vender y conseguir clientes, pero no lo es todo.”
Deberá probar que pueden seguir produciendo beneficios económicos al principal tras la resolución del contrato de agencia.
Si el agente prueba lo anterior tendrá derecho a una indemnización por clientela, la fijación de la cuantía dependerá de dichos beneficios futuros y de los esfuerzos y pactos de limitaciones establecidos en el contrato de agencia. Para dicha fijación, es aconsejable, aportar un dictamen pericial que pruebe los anteriores extremos.
Si el empresario principal puede probar que ha colaborado, también él, activamente, en la creación, mantenimiento y/o incremento de la clientela; o, que no todos los clientes le van a producir beneficios en el futuro podrá oponerse a la reclamación de indemnización por clientela y reclamar una reducción de la cuantía solicitada por el agente. La prueba de dichos extremos puede realizarse negando simplemente las afirmaciones del agente, ya que a él le corresponde la prueba, o aportando una contrapericial con el fin de contrarrestar la aportada por el agente.
Como habéis podido leer, el éxito de la reclamación de una indemnización por clientela, se basa en: 1) La existencia de un buen contrato de agencia 2) La existencia de una pericial que sirva de fundamento a la demanda presentada.
Para cualquier consulta o aclaración quedamos a vuestra disposición, estaremos encantados en resolverlas, el presente artículo no implica asesoramiento jurídico alguno.
En Barcelona, a 12 de agosto de 2020
Alba Novell Vera
Letrada ICAB
(Especialistas en empresas)
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