Target account development Reach decision-makers at target companies.
New market entry Test a sector before investing in it.
International expansion First customers in a new country.
Launching a new offering Measure market interest in a product.
Commercial opportunities programme Qualified meetings every week for 90 days.
Signal-based outreach Engage when the need arises.
Trade shows and events A full schedule before the trade show opens.
Account reactivation Reconnect with lost accounts.
Eleven industry groups
Nine engagements, from situation to outcome
Regulations and markets
Firm presentation
A commercial growth firm
For many manufacturers, distribution is the fastest way to enter a country. The key is choosing the right partners.
Map before choosing
In each country, there are tens or hundreds of technical distributors. Some are generalists, while others specialise by product family or customer sector. Before contacting anyone, we need to know who sells what, to whom, and with what geographical coverage.
Speak to the company director
At independent distributors, the managing director decides whether to add a new brand. In groups, category buyers make the decision. The approach must explain what your product brings to their portfolio and customers, not just its features.
The pitfalls
Granting exclusivity too early, before assessing the distributor's ability to sell. Choosing a distributor that already sells a direct competitor. Failing to train the distributor's sales teams, who will not sell a product they do not understand.
