Signing a distributor is the easy part, and it is where most entries quietly stall. We identify, qualify and activate the partners who will actively sell your product through, then build the support structure that keeps them selling it.
A distributor who agreed to carry your product and a distributor who is actively selling it are two completely different commercial positions, and from offshore they look identical on paper.
Selection
The distributor with spare capacity and immediate enthusiasm often has it for a reason. The one you actually want is already busy, already trusted, and needs a commercial argument rather than an introduction.
Incentive
A distributor's rep sells what is easy, familiar and margin-positive. A new imported product is none of those things until someone makes it so, and that work does not happen on its own.
Pull
Channels move product that customers request. Without specification demand pulling from the other end, even a motivated distributor is pushing uphill, and motivation does not last long against that.
Distribution is a system that has to be built, and signing the agreement is the easy part of it. We build the whole thing, and we are candid about which partners are worth pursuing and which are a polite waste of your year.
Who actually controls product selection in your category: national merchants, specialist distributors, installer networks or the contractor. It differs sharply by product type and getting it wrong costs a year.
Coverage, reputation, technical capability, competing lines and genuine appetite. We would rather bring you three serious candidates than a list of thirty names.
Exclusivity, territory, volume expectations, margin structure and what happens when performance falls short. Vague agreements fail quietly and are painful to exit.
Training, technical collateral, pricing tools and joint calls. A distributor's rep will not sell a product they cannot confidently explain to a specifier who asks a hard question.
The full route from your factory to the installed product, every party who takes a margin or makes a decision along the way, and where the leverage actually sits.
A shortlist built against defined criteria, with the reasoning documented, so you understand why each candidate is on it and who was excluded.
We open the conversations through existing relationships, present the commercial case, and work through terms with you before anything is signed.
Onboarding, training, launch support and a performance rhythm, so the agreement produces revenue rather than sitting in a drawer.
A channel map for your category
Every route to site, who decides at each step, and what each layer costs you in margin.
A qualified partner shortlist
Assessed against defined criteria, with the reasoning shown and the rejections explained.
Introductions and first meetings
Opened through relationships that already exist, which is a materially different conversation to a cold approach.
Commercial terms support
Margin structure, territory, volume expectations and performance provisions, benchmarked against what this market actually accepts.
Partner enablement material
Training, technical collateral and pricing tools built for the people who will be in front of the customer.
A performance rhythm
Review cadence, metrics that mean something, and an honest read on which partners are working.
Demand
Channels move what customers ask for. Specification demand is what makes a distributor's job easy.
Marketing & DemandSales Engineering
If the channel exists but the numbers are flat, the problem is usually further along than distribution.
Sales & Revenue GrowthRegulatory
Serious distributors ask for evidence of suitability early. Not having it ends conversations quickly.
Standards & ComplianceBring us your current distribution arrangement and we will give you a frank read on whether it can produce the numbers you need, or whether it needs rebuilding. Useful either way.