ALL ARTICLES AND INSIGHTS
Explore strategy, markets, and business perspectives.
A Distributor Operating in the Market Is Not a Distributor Able to Sell Your Product
A search for distributors in an Asian market returns dozens of names within minutes. It cannot tell you which of them can handle your category, clear your product through import requirements, and carry no conflicting brand. Availability and suitability are different tests.
The Best Distributor Lead in the Market May Already Belong to Your Competitor
A competitor's distributor looks like the safest lead on any list. But the same brand roster that signals category credibility can also signal conflict, or stretched resources. This Insight examines how executives should read a distributor's portfolio before treating it as proof of fit.
Every Asian Market Has Dozens of Distributors. Which One Can Actually Deliver Your Brand?
Any team can build a list of distributors in an afternoon. Far fewer can say which of them genuinely fits their brand, category and route to market. This article explains why partner selection is a growth decision, and why fit, validation and the right contact matter more than the size of your list.