Choosing a distributor is the decision that most determines whether a market works out. Most small manufacturers make it from three or four names they met at a trade show. We help you see the whole field first, then narrow it on evidence — for devices and for IVDs.
We do two things, and most clients want both: distributor identification, qualification and management, and global expansion planning and management around the partners you choose.
The introductions come from the same few places — a trade show, a consultant, someone in your network who sold into the region years ago. The candidates are all enthusiastic. They all say they know the ministry. They all want exclusivity, and they all want it for the whole country.
There is usually no obvious way to tell them apart, so the decision comes down to who was most convincing in the room. That is not a bad instinct. It is just a very small sample.
What makes it expensive is that the mistake is slow to surface and slow to undo:
None of these are visible in a first meeting. All of them are knowable beforehand.
A list of names is not the deliverable. Anyone can produce a list of names, and a list of a hundred companies is not more useful than a list of three — it is less useful, because now the work of narrowing it is yours.
What you want before you start making calls is:
Tell us the device and the market. We will show you what a shortlist looks like.
Request a demo →Identification tells you who to talk to. Qualification tells you which one to sign, and it is the half that most often gets skipped — usually because the first candidate is keen and the launch date is already set.
The questions worth answering before you commit are consistent across markets:
We work through this with you, and we will tell you when the answer is that none of the candidates are right yet.
The distributor decision is the start of the work, not the end of it. A market entry is a multi-year project — registration, labelling, first shipment, first tender, renewal — and it is usually run alongside four other markets sitting at different stages.
We stay with that. Ongoing support covers the expansion as a whole: where each market stands, what is due when, and whether your partner in each one is still the right one. Quarterly check-ins are part of how we work rather than an upsell.
More on global expansion planning and management →
We support distributor identification and qualification globally, for medical devices and for in vitro diagnostics. Most of our work is in the markets where the local partner also holds the registration, because that is where the choice is hardest to reverse:
Most companies come to us with one of these four questions. Each one is a conversation, not a form.
Tell us who you're evaluating and where, and we'll show you what we can find. Ask us for a demo.