The Case for Distribution Partnerships
For most companies, the direct sales model reaches a ceiling. Beyond a certain size, building enough sales capacity to cover all potential markets, geographies or customer segments becomes inefficient. Distribution partnerships solve this by leveraging relationships and customer access that a distributor has spent years building.
A distributor who already has twenty years of relationships in the UK independent retail sector is more valuable to a product company than any number of direct sales hires -- provided the commercial model and the distributor's motivation are aligned.
Build Distribution Partnerships That Open New Markets
Book a call to discuss your distribution expansion requirements.
How We Build Distribution Partnerships
Distribution landscape mappingIdentifying all significant distribution players in a target market or segment and assessing their commercial fit.
Commercial model developmentDefining the margin structure, exclusivity terms, performance commitments and support model that make the relationship commercially viable on both sides.
Distributor outreach and negotiationApproaching target distributors at the right commercial level and supporting the negotiation through to a signed distribution agreement.
Performance managementEstablishing the commercial framework for managing distributor performance -- revenue targets, reporting, marketing support and escalation processes.
Multi-market distribution expansionBuilding distribution coverage across multiple geographies through a coordinated commercial programme.
Which Distribution Partnerships Do You Need?
Tell us the markets and segments you are trying to reach and we will map the distribution landscape.
Frequently Asked Questions
Through commercial due diligence -- understanding their customer base, existing product portfolio, sales team capability, financial position and commercial track record with comparable products.
Yes. Managing distributor transitions -- including the commercial and legal aspects of terminating a distribution relationship -- is part of our distribution advisory work.
Yes. UK, Europe, GCC and India are our primary geographies for distribution partner development.