📋 Korean Law Insight | Business Law & Foreign Investment
By Attorney NOH UJIN | HANBYOL LAW LLC, Seoul
Agency and Distribution Agreements in Korea: A Complete Legal Guide for Foreign Principals
When a foreign company decides to enter the Korean market without establishing a fully-owned subsidiary, it frequently relies on local agents or distributors. These intermediaries bridge cultural and regulatory gaps, but choosing the wrong structure — or drafting the wrong contract — can lock a foreign principal into an unworkable relationship, create unexpected tax and employment liabilities, and severely limit the ability to exit the Korean market when business circumstances change.
This guide explains the legal distinction between agency and distribution in Korea, key statutory protections for Korean intermediaries, essential contractual provisions, and practical strategies for protecting the interests of the foreign principal.
1. Agency vs. Distribution: The Foundational Legal Distinction
Korean commercial law, anchored in the Commercial Act (상법), draws a fundamental distinction between agents and distributors. Getting this distinction right has major implications for tax, liability, and contract structure.
Commercial Agency (상업대리상)
Under Article 87 of the Korean Commercial Act, a commercial agent (대리상) is an independent businessperson who continuously solicits or concludes transactions on behalf of a principal in exchange for a commission. Key characteristics:
- The agent acts in the principal's name — contracts are concluded between the principal and the third-party customer
- The agent does not take title to goods
- The agent earns a commission rather than a resale margin
- For tax purposes, a dependent agent in Korea may create a permanent establishment (PE) for the foreign principal under Korean tax law and most bilateral tax treaties
Distribution (판매대리점)
A distributor (판매대리점 or 대리점) purchases goods from the foreign principal and resells them at its own risk and in its own name. Key characteristics:
- The distributor takes title to goods and bears inventory risk
- The distributor contracts directly with Korean customers — the foreign principal has no direct contractual relationship with end customers
- The distributor earns a margin rather than a commission
- In most cases, a pure distributor relationship does not create a PE for the foreign principal in Korea (though substance-over-form analysis applies)
Hybrid structures — sometimes called "exclusive importer/reseller" arrangements — are common in practice but require careful legal drafting to ensure the intended PE outcome is achieved.
2. The Fair Transactions in Subcontracting Act and the Agency Transactions Act
Korean law imposes significant statutory protections on domestic intermediaries, often favoring them over foreign principals. Foreign companies must be acutely aware of two key statutes:
Act on Fair Transactions in Large Franchise and Retail Business (가맹사업법)
While primarily targeting franchise relationships, this act has been applied to some distribution arrangements. If your distribution arrangement has the characteristics of a franchise (ongoing fees, operational control, brand licensing), it may trigger mandatory disclosure obligations, cooling-off rights, and restrictions on early termination.
Act on Fair Transactions with Agency Stores (대리점거래의 공정화에 관한 법률)
Enacted in 2016 and enforced by the Korea Fair Trade Commission (KFTC), this law specifically targets supply/distribution relationships between large suppliers and their dealers. It prohibits:
- Forced purchase of inventory beyond the distributor's reasonable needs
- Unilateral imposition of unsolicited promotional activities or merchandise returns
- Termination of distribution agreements without reasonable cause and adequate notice
- Retroactive imposition of supply price changes
- Any act that unjustly restricts the distributor's business autonomy
Violation of this act can result in KFTC corrective orders, fines of up to KRW 1 billion (approx. USD 750,000), and damages claims from the distributor. Foreign principals with significant Korean distribution networks should treat this act with the same gravity as antitrust law compliance.
3. Termination Rights and Compensation Claims
The termination of an agency or distribution agreement is the highest-risk moment in the relationship lifecycle for a foreign principal. Korean law provides agents with additional protections beyond those found in most common-law jurisdictions.
Commercial Act Compensation Right (Article 92-2)
Under Article 92-2 of the Korean Commercial Act, an agent whose contract is terminated (whether by expiry or early termination not caused by the agent's default) is entitled to compensation for the "goodwill" (영업상의 이익) they have contributed to the principal's business. This claim:
- Can apply even if the parties have contractually excluded it — courts may find a partial waiver void as contrary to mandatory law
- Is calculated based on the average annual commission of the preceding three years multiplied by up to one year
- Applies regardless of whether the agent was performing satisfactorily
Foreign principals should plan for this liability when structuring the commercial relationship and evaluating exit scenarios.
Distributor Compensation
Unlike agents, distributors do not have a statutory goodwill compensation right under the Commercial Act. However, courts have in some cases awarded damages to distributors for abrupt terminations of long-standing relationships, particularly where the distributor made substantial investments in building the market in reliance on an expectation of continued distribution rights. Foreign principals should include clear termination notice periods (typically 90–180 days for established distributors) and specify the conditions for termination with cause.
4. Key Contractual Provisions for Korean Agency/Distribution Agreements
A well-drafted Korean agency or distribution agreement should address the following:
- Exclusivity: Whether the agent/distributor has exclusive rights in a defined territory or for defined customer segments; exclusivity in Korea typically triggers Korean competition law scrutiny if it forecloses market access for other parties
- Minimum performance obligations: Annual purchase/sales targets with contractual consequences for underperformance — this is the primary contractual defense for a principal seeking to terminate for cause
- Intellectual property licensing: Explicit IP license grant, scope limitations, post-termination IP obligations, and prohibition on trademark registration in the agent's/distributor's name (a significant risk in Korea)
- Non-compete and non-solicitation: Duration, scope, and geographic coverage of post-termination non-compete obligations, subject to Korean court enforceability standards
- Sub-agency/sub-distribution: Whether the agent/distributor may appoint sub-distributors and on what terms
- Price control provisions: Note that in Korea, as in most jurisdictions, resale price maintenance (RPM) by a supplier is a competition law violation — only recommended retail prices may be communicated, not binding minimum resale prices
- Dispute resolution: Korean courts vs. international arbitration (KCAB, ICC, SIAC); Korean parties often prefer Korean courts; foreign principals often prefer international arbitration
- Governing law: Korean law is often unavoidable given mandatory application of Korean statutes, but choice of law clauses remain important
5. Permanent Establishment (PE) Risk for Foreign Principals
One of the most significant legal risks in structuring Korean agency arrangements is inadvertently creating a Korean permanent establishment (고정사업장) for the foreign principal, resulting in Korean corporate tax liability on profits attributable to Korean activities.
Under Korean domestic tax law (Corporate Tax Act, 법인세법) and most Korean tax treaties (including those with the US, EU members, and Japan), a PE arises if:
- The agent is a dependent agent — one who habitually exercises authority to conclude contracts in Korea on behalf of the foreign principal
- Even an independent broker may create PE issues if they devote most of their business activities exclusively to one foreign principal
Foreign principals should carefully structure agency agreements to ensure agents are genuinely independent, have broad discretion in their business activities, and do not routinely conclude contracts on the principal's behalf without prior approval.
6. Grey Market and Parallel Import Risks
Korean intellectual property law provides some protection against parallel imports through the doctrine of regional exhaustion, but the protection is imperfect. Foreign principals granting exclusive distribution rights in Korea should:
- Include contractual restrictions on parallel exports into Korea by other authorized distributors in other markets
- Consider whether Korean customs recordation of trademark rights can assist in blocking grey market imports
- Take advice on whether their exclusive distribution arrangements comply with Korean competition law requirements for such arrangements
7. KFTC Antitrust Considerations
The Korea Fair Trade Commission (KFTC) actively monitors distribution arrangements for anticompetitive effects. Key risk areas for foreign principals include:
- Exclusive dealing: Restrictions preventing distributors from carrying competing products may be challenged if the foreign principal has market power
- Territorial restrictions: Absolute territorial protections preventing cross-territory sales between authorized distributors are generally impermissible
- Resale price maintenance: Any binding minimum resale price requirement is per se illegal under Korean competition law
- Tying arrangements: Requiring distributors to purchase unwanted products alongside desired products
Frequently Asked Questions (FAQ)
Q1: Can a foreign company appoint an exclusive distributor for all of Korea?
Yes, exclusive distribution arrangements are common and generally permissible. However, if the foreign principal holds significant market power in Korea, exclusivity restrictions may receive closer scrutiny from the KFTC. The agreement should include minimum performance obligations that justify the exclusivity grant and provide grounds for termination if targets are missed.
Q2: Does the Korean agent have a right to goodwill compensation if we terminate the agreement?
Yes. Under Article 92-2 of the Korean Commercial Act, commercial agents have a statutory right to compensation upon termination (not caused by the agent's own default). This right can be partially limited but generally cannot be entirely waived. The maximum compensation is one year's average annual commission over the preceding three years. Distributors do not have this statutory right, though equitable claims are possible.
Q3: Will appointing a Korean agent create a permanent establishment for our company in Korea?
It depends on the nature of the agency relationship. A dependent agent who habitually concludes contracts on the foreign company's behalf in Korea will likely create a PE. A genuinely independent agent (one who also represents multiple principals and exercises its own business judgment) is much less likely to create a PE. Structuring the agreement and the practical relationship carefully — with input from Korean tax counsel — is essential.
Q4: How much notice is required to terminate a Korean distribution agreement?
The minimum notice period depends on the contract terms, the length of the relationship, and any applicable statutory requirements. For agreements without a fixed term, Korean courts have found that reasonable notice varies with the depth of the relationship; 3–6 months' notice is common for established distributor relationships. The Act on Fair Transactions with Agency Stores imposes additional restrictions on termination of qualifying distribution arrangements.
Q5: Can we use English law or New York law as the governing law for our Korean distribution agreement?
Governing law choices are generally respected under Korean private international law (Conflict of Laws Act). However, Korean mandatory statutes — including the Commercial Act's agent compensation provisions, the Agency Stores Act, and Korean competition law — will apply regardless of the chosen governing law when they involve Korean territorial matters. Parties cannot contract out of Korean mandatory law by choosing foreign law.
Q6: Is it possible to register a distributor agreement with Korean authorities?
There is no general registry for distribution agreements in Korea. However, for certain regulated industries (e.g., pharmaceuticals, medical devices, import licensing), government registration or notification of distribution arrangements may be required as a regulatory matter, independent of the contractual relationship between the parties.
Q7: What happens to existing customer relationships when a distribution agreement is terminated?
Unless the agreement provides otherwise, the distributor owns its customer relationships — the foreign principal has no right to access the distributor's customer database after termination. This is a major practical risk. Distribution agreements should include provisions giving the principal access to customer data (subject to PIPA compliance), customer list transfer obligations upon termination, and non-solicitation restrictions protecting the principal's customer base.
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📋 韩国法律洞察 | 商业法与外商投资
作者：NOH UJIN 律师 | HANBYOL LAW LLC，首尔
韩国代理与分销协议：外国委托方完整法律指南
当外资企业选择通过本地代理商或分销商进入韩国市场时，若结构设计或合同起草不当，可能陷入无法解除的商业关系，并产生意外的税务和劳工责任，严重限制日后退出韩国市场的能力。本指南详解代理与分销的法律区别、韩国对本地中间商的法定保护、关键合同条款及外国委托方的保护策略。
1. 代理与分销的基本法律区别
韩国《商法》对商业代理和分销商作出根本区分：
- 商业代理（대리상）：以委托方名义持续为其招揽或缔结交易，获取佣金。代理商不取得货物所有权，合同在委托方与第三方客户之间成立。依赖性代理商在韩国可能为外国委托方创造常设机构（PE），触发企业所得税义务。
- 分销商（대리점）：自行购买商品并以自己名义转售，承担库存风险，赚取差价。纯粹分销关系通常不为外国委托方创造常设机构。
2. 《代理店交易公正化法》
2016年颁布的《代理店交易公正化法》由韩国公平交易委员会（KFTC）执行，禁止大型供应商对分销商实施以下行为：强制购买超额库存、单方面强加促销活动或退货、无正当理由终止合同、追溯变更供货价格等。违法最高可处10亿韩元（约75万美元）罚款。
3. 终止权与补偿请求权
根据韩国《商法》第92-2条，代理商合同终止（非因代理商违约）有权获得商誉补偿，最高为过去三年平均年佣金的一年。该权利通常无法通过合同完全排除。分销商无此法定权利，但若长期合作后突然终止，法院可能仍判决损害赔偿。
4. 关键合同条款
- 排他性及地域范围
- 最低业绩目标（终止事由的主要合同基础）
- 知识产权许可及终止后义务
- 竞业禁止与禁止招揽条款
- 转售价格维持禁止（韩国竞争法的当然违法行为）
- 争议解决：韩国法院或国际仲裁
5. 常设机构（PE）风险
习惯性代表外国委托方缔结合同的依赖性代理商将在韩国创造常设机构，导致韩国企业所得税义务。应仔细设计代理协议，确保代理商的真正独立性。
常见问题（FAQ）
Q1：外资企业可以在全韩任命独家分销商吗？
可以，独家分销安排普遍且通常合法。但若外国委托方在韩国具有显著市场支配力，KFTC可能对排他性限制进行更严格审查。协议应包含最低业绩目标以支撑独家授权。
Q2：终止代理协议时，代理商是否有权获得商誉补偿？
是的。韩国《商法》第92-2条赋予商业代理商法定补偿权，上限为过去三年平均年佣金的一年，通常无法完全通过合同排除。
Q3：任命韩国代理商会为我司创造常设机构吗？
取决于代理关系的性质。习惯性在韩国以委托方名义缔结合同的依赖性代理商很可能创造常设机构。真正独立的代理商（代理多家委托方，拥有广泛业务自主权）可大幅降低此风险。
Q4：终止韩国分销协议需要多长时间通知？
视合同条款、合作年限及相关法定要求而定。对于成熟的分销关系，韩国法院认可3至6个月为合理通知期。《代理店交易公正化法》对适格分销安排的终止施加额外限制。
Q5：可以选择英国法或纽约法作为韩国分销协议的准据法吗？
韩国国际私法通常尊重准据法选择，但韩国强制性法规（包括《商法》代理商补偿条款、《代理店交易公正化法》和韩国竞争法）无论选择何种准据法，在涉及韩国地域事务时均强制适用。
Q6：协议终止后，客户关系归谁所有？
除非协议另有约定，分销商拥有其客户关系，外国委托方无权在终止后访问分销商的客户数据库。分销协议应明确规定委托方对客户数据的访问权（须符合PIPA要求）及终止时的客户名单移交义务。
Q7：转售价格维持在韩国是否违法？
是的。任何具有约束力的最低转售价格要求均构成韩国竞争法的当然违法行为，仅可向分销商传达建议零售价，不得施加约束性最低转售价格。
📌 官方参考资料
📚 相关文章
📋 韓国法律インサイト | ビジネス法・外国投資
著者：NOH UJIN 弁護士 | HANBYOL LAW LLC、ソウル
韓国における代理・販売代理店契約：外国委託者向け完全法律ガイド
外国企業が完全子会社を設立せずに韓国市場に参入する場合、現地の代理商や販売代理店に依存することが多いです。しかし、構造設計や契約起草が不適切だと、解消できない商業関係に陥り、予期しない税務・労務責任が発生し、韓国市場からの撤退が著しく困難になる可能性があります。
1. 代理商と販売代理店の基本的な法的区別
- 商業代理商（대리상）：委託者の名義で継続的に取引を勧誘・締結し、手数料を受け取る。商品の所有権は取得せず、契約は委託者と顧客の間に成立する。依存的代理商は外国委託者の韓国恒久的施設（PE）を生じさせる可能性がある。
- 販売代理店（대리점）：外国委託者から商品を購入して自らの名義で転売し、在庫リスクを負い、利ざやを稼ぐ。純粋な販売代理店関係は通常、外国委託者のPEを生じさせない。
2. 代理店取引の公正化に関する法律
2016年制定の同法は韓国公正取引委員会（KFTC）が執行し、大手サプライヤーが代理店に対して以下の行為を行うことを禁止します：過剰在庫の強制購入、一方的な販促活動の強制、正当な理由のない契約解除、価格の遡及的変更等。違反には最大10億ウォン（約75万米ドル）の課徴金が科されます。
3. 解約権と補償請求権
韓国商法第92条の2に基づき、代理商は契約解除（代理商の債務不履行による解除を除く）時に営業権（のれん代）補償を受ける権利を有します。上限は過去3年間の平均年間手数料の1年分であり、通常、契約上完全に排除することはできません。
4. 重要な契約条項
- 独占性と地域的範囲
- 最低業績目標（正当解除事由の主要な契約上の根拠）
- 知的財産ライセンスと解除後の義務
- 競業禁止・勧誘禁止条項
- 再販売価格維持禁止（韓国競争法上の当然違法行為）
- 紛争解決：韓国裁判所または国際仲裁
5. 恒久的施設（PE）リスク
韓国で委託者を代理して習慣的に契約を締結する依存的代理商は、外国委託者の恒久的施設を生じさせ、韓国法人税の納税義務が発生します。代理契約の設計には韓国税務顧問のアドバイスが不可欠です。
よくある質問（FAQ）
Q1: 外国企業は韓国全土で独占販売代理店を任命できますか？
はい、独占販売代理店契約は一般的で通常は適法です。ただし、外国委託者が韓国市場で相当な市場支配力を持つ場合、KFTCが独占的制限をより厳しく審査する可能性があります。
Q2: 代理契約を解除した場合、代理商はのれん代補償を受ける権利がありますか？
はい。韓国商法第92条の2により、商業代理商は解除時に法定補償権を有します（代理商自身の債務不履行による解除を除く）。上限は過去3年間の平均年間手数料の1年分です。
Q3: 韓国代理商の任命は弊社の恒久的施設を生じさせますか？
代理関係の性質によります。習慣的に韓国で委託者を代理して契約を締結する依存的代理商はPEを生じさせる可能性が高いです。複数の委託者を代理し幅広い業務自律性を持つ真に独立した代理商は、PEリスクを大幅に低減します。
Q4: 韓国の販売代理店契約を解除するにはどのくらいの通知期間が必要ですか？
契約条項、取引年数、および適用される法定要件によります。確立された代理店関係では、韓国の裁判所は3〜6ヶ月を合理的通知期間と認める傾向があります。
Q5: 韓国の販売代理店契約に英国法またはニューヨーク州法を準拠法として選択できますか？
韓国国際私法は通常、準拠法の選択を尊重しますが、韓国の強行法規は選択した準拠法に関わらず韓国領域内の事項に適用されます。
Q6: 契約解除後、顧客関係は誰に帰属しますか？
契約に別段の定めがない限り、販売代理店が顧客関係を保有します。外国委託者は解除後に代理店の顧客データベースにアクセスする権利を有しません。販売代理店契約には顧客データへのアクセス権（PIPA遵守が必要）と解除時の顧客リスト移転義務を明示すべきです。
Q7: 再販売価格維持は韓国で違法ですか？
はい。拘束力のある最低再販売価格要件は韓国競争法上、当然違法行為に該当します。推奨小売価格を伝えることはできますが、拘束的な最低再販売価格を課すことはできません。
📌 公式参考資料
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📋 Perspectiva Legal Coreana | Derecho Mercantil e Inversión Extranjera
Por el Abogado NOH UJIN | HANBYOL LAW LLC, Seúl
Contratos de Agencia y Distribución en Corea: Guía Legal Completa para Empresas Extranjeras
Cuando una empresa extranjera decide entrar al mercado coreano sin establecer una filial de propiedad plena, frecuentemente recurre a agentes o distribuidores locales. Sin embargo, elegir la estructura incorrecta o redactar mal el contrato puede atrapar al principal extranjero en una relación impracticable, generar responsabilidades fiscales y laborales inesperadas, y limitar severamente la capacidad de salir del mercado coreano.
1. Distinción Legal Fundamental: Agencia vs. Distribución
- Agencia Comercial (대리상): El agente actúa en nombre del principal, concluye contratos entre el principal y los clientes, cobra comisión y no toma título sobre los bienes. Un agente dependiente puede crear un establecimiento permanente (EP) en Corea para el principal extranjero.
- Distribución (대리점): El distribuidor compra los bienes al principal y los revende por su cuenta y riesgo, obteniendo un margen. Las relaciones de pura distribución generalmente no crean un EP para el principal extranjero.
2. La Ley de Transacciones Justas con Establecimientos Agentes
Esta ley de 2016, aplicada por la KFTC, prohíbe a los grandes proveedores imponer a los distribuidores: compras forzadas de inventario excesivo, actividades promocionales no solicitadas, terminación sin causa justificada, y cambios retroactivos en los precios de suministro. Las infracciones pueden conllevar multas de hasta 1.000 millones de KRW (aprox. 750.000 USD).
3. Derechos de Terminación y Compensación
El artículo 92-2 de la Ley Mercantil coreana otorga a los agentes comerciales un derecho estatutario de compensación por fondo de comercio (llave) al terminar el contrato (salvo terminación por incumplimiento del agente), con un máximo de un año de comisión anual promedio de los tres años anteriores. Este derecho generalmente no puede excluirse contractualmente. Los distribuidores no tienen este derecho estatutario, aunque pueden existir reclamaciones equitativas por terminación abrupta.
4. Cláusulas Contractuales Esenciales
- Exclusividad y ámbito territorial
- Objetivos mínimos de rendimiento (base contractual principal para terminación con causa)
- Licencia de propiedad intelectual y obligaciones post-terminación
- Cláusulas de no competencia y no captación
- Prohibición de mantenimiento del precio de reventa (acto per se ilegal bajo la ley de competencia coreana)
- Resolución de controversias: tribunales coreanos o arbitraje internacional
5. Riesgo de Establecimiento Permanente (EP)
Un agente dependiente que habitualmente concluye contratos en Corea en nombre del principal extranjero creará un EP, generando obligaciones de impuesto de sociedades en Corea. Es esencial estructurar los acuerdos de agencia con asesoramiento tributario coreano para garantizar la genuina independencia del agente.
Preguntas Frecuentes (FAQ)
P1: ¿Puede una empresa extranjera nombrar un distribuidor exclusivo para toda Corea?
Sí, los acuerdos de distribución exclusiva son comunes y generalmente permitidos. Sin embargo, si el principal extranjero tiene un poder de mercado significativo en Corea, la KFTC puede examinar las restricciones de exclusividad más de cerca. El acuerdo debe incluir objetivos mínimos de rendimiento que justifiquen la concesión de exclusividad.
P2: ¿Tiene el agente coreano derecho a compensación por fondo de comercio si terminamos el acuerdo?
Sí. El artículo 92-2 de la Ley Mercantil coreana otorga a los agentes comerciales un derecho estatutario de compensación. El máximo es un año de comisión anual promedio de los tres años anteriores. Este derecho generalmente no puede excluirse contractualmente.
P3: ¿El nombramiento de un agente coreano creará un establecimiento permanente para nuestra empresa?
Depende de la naturaleza de la relación de agencia. Un agente dependiente que habitualmente concluye contratos en nombre del principal extranjero probablemente creará un EP. Un agente genuinamente independiente que representa a múltiples principales tiene un riesgo de EP significativamente menor.
P4: ¿Cuánto preaviso se requiere para terminar un acuerdo de distribución coreano?
Depende de los términos contractuales, la duración de la relación y los requisitos legales aplicables. Para relaciones de distribución consolidadas, los tribunales coreanos consideran razonable un período de preaviso de 3 a 6 meses. La Ley de Transacciones Justas con Establecimientos Agentes impone restricciones adicionales.
P5: ¿Podemos usar la ley inglesa o la ley de Nueva York como ley aplicable al contrato de distribución coreano?
La elección de la ley aplicable es generalmente respetada bajo el derecho internacional privado coreano, pero las normas imperativas coreanas (incluyendo compensación de agentes, la Ley de Agentes y la ley de competencia) se aplicarán independientemente de la ley elegida en asuntos territoriales coreanos.
P6: ¿A quién pertenecen las relaciones con clientes al terminar el contrato?
Salvo que el contrato disponga lo contrario, el distribuidor es propietario de sus relaciones con clientes. El principal extranjero no tiene derecho a acceder a la base de datos de clientes del distribuidor tras la terminación. Los contratos de distribución deben incluir provisiones sobre acceso a datos de clientes y obligaciones de transferencia de listas de clientes.
P7: ¿El mantenimiento del precio de reventa es ilegal en Corea?
Sí. Cualquier requisito vinculante de precio mínimo de reventa constituye un acto per se ilegal bajo la ley de competencia coreana. Solo se pueden comunicar precios de venta recomendados, no precios mínimos de reventa vinculantes.
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