The problem this service answers
You have decided to sell through a channel rather than directly, and the shortlist of distributors you can name in the target country comes down to the two that exhibited at the last trade fair.
Choosing a channel partner fixes your economics for years. The margin taken along the chain, the exclusivity granted, the territory conceded, the customer relationship you no longer own and the cost of changing partner later are all decided at the moment of signature, usually with far less information than the decision deserves.
The visible candidates are rarely the whole field. Distributors that already carry a competing range will not appear in your searches, small specialists covering a segment precisely are invisible from outside the country, and some of the strongest players do not communicate internationally at all. A structured search changes the composition of the shortlist, and therefore the negotiation.
What the assignment covers
The assignment starts with the channel model you intend to use: exclusive importer, multi-distributor coverage, agents on commission, specialist resellers, or a mixed structure by segment. Each model implies a different partner profile, and the search criteria follow from that choice rather than from a generic idea of a good distributor.
We then identify the companies actually operating in the channel for your product category in the territory: importers and wholesalers, specialised distributors, technical resellers, installers and integrators where relevant. Each is documented on territorial coverage, the ranges already carried, the customer types served, apparent scale and, where visible, its position relative to your competitors.
The deliverable is built for arbitration. Candidates are grouped by channel type, compatibility with your range is assessed including the risk of conflict with lines they already represent, and the points to negotiate are identified for each profile. Where the territory has structural characteristics that will affect your terms, they are stated.
How we work on it
- We define the channel model, the product category and the target territory.
- We establish the profile of the distributor sought and the exclusions.
- Channel players are identified from registries, sector and import sources.
- Each candidate is documented on coverage, portfolio and customer profile.
- Compatibility and conflict risk with existing ranges are assessed.
- Candidates are grouped and compared on the criteria you selected.
- Points to negotiate and territorial specificities are set out for each profile.
Where the information comes from
Sources are selected with you at the start of the assignment and reviewed as the subject evolves.
- Corporate registries and company filings in the target territory.
- Sector directories, professional federations and distributor associations.
- Public import, distribution and product approval records where available.
- Distributor catalogues, websites and public range presentations.
- Trade fairs, sector press and public commercial announcements.
Possible deliverables
The format is chosen with you. A single assignment can combine several of them.
- A mapping of the distribution channel for your category in the territory.
- A candidate file with coverage, ranges carried and customer profile.
- An assessment of compatibility and conflict risk with existing lines.
- A comparison of candidates by channel type and apparent weight.
- A note on the territorial specificities that will affect negotiation.
Who this service is designed for
What this service does not promise
We identify and document channel candidates; we do not negotiate on your behalf and we cannot assure that a distributor will accept your range, respect a territory or reach a given volume once appointed.
How to start
Tell us the product category, the territory and the channel model you have in mind. We come back with the distributor profile to search for and a realistic perimeter.