Active market development for manufacturers
We go beyond finding names. We research, map, and enter markets on your behalf — building the commercial relationships that turn into lasting distribution partnerships.
Market Development vs Agent & Distributor Search
Both services aim at the same outcome — a working partner in a new market. The difference is the depth and duration of involvement.
Agent & Distributor Search AD
- Professional listing published on our platform
- Inbound enquiries filtered and forwarded
- Active outreach to shortlisted candidates
- Introduction made — you take it from there
- Fixed entry cost (€149) + success fee at signing
- Best suited for manufacturers ready to handle negotiations independently
Market Development MD
- Market research and feasibility scoping first
- Strategic candidate targeting across multiple channels
- Multi-touch outreach campaigns — not a single approach
- Support through early negotiation and agreement structuring
- Ongoing involvement available beyond introduction
- Best suited for manufacturers entering unfamiliar markets or needing a structured, managed process
Both services start with the professional listing — it is the foundation of any credible market presence. Market Development builds on top of this with a broader, more structured engagement.
How Market Development works in practice
A structured, four-phase engagement from initial scoping through to active introductions and — if you choose — ongoing support.
Market scoping & feasibility
Understanding where your product fits and which markets to prioritiseBefore any outreach begins, we assess the fit between your product range, pricing, and the target market. This includes a review of existing competition, typical distributor margins and expectations, regulatory considerations, and any cultural or commercial factors relevant to your category.
The result is a short written scoping note that either confirms the target market is viable — or recommends a better alternative. It is not a consultancy report; it is a practical tool that shapes the outreach that follows.
- Market fit assessment for agreed target region
- Competitor and pricing landscape overview
- Recommended entry approach and candidate profile
- Go / refine / redirect recommendation
Candidate identification & targeting
Building a qualified longlist of distributors, agents, and wholesalersWe build a targeted list of distribution candidates matched to your product, price point, and geographic priorities. This is not a generic directory search — it is active research using trade channels, sector networks, and direct knowledge of the target market.
The longlist is reviewed and reduced to a qualified shortlist of the most promising contacts before any outreach begins. You receive this shortlist for review before we proceed.
- Qualified candidate shortlist (typically 10–20 contacts)
- Profile and rationale for each candidate
- Outreach sequence and messaging plan for your approval
Active outreach & qualification
Multi-touch engagement — not a single email and waitWe approach shortlisted candidates through multiple touchpoints over a structured sequence — initial contact, follow-up, and where appropriate, a telephone or video conversation to assess genuine interest. We do not simply send an email and wait.
Responses, objections, and interest levels are tracked and reported back to you at regular intervals. Candidates who show serious intent are progressed; those who do not are replaced from the longlist reserve.
- Regular written progress updates (every 2 weeks)
- Candidate response log and interest ratings
- Market intelligence gathered during outreach
- Shortlist of warm, qualified prospects ready for introduction
Introduction, negotiation support & handover
Connecting you to partners — and supporting what comes nextWhen qualified candidates are ready, we facilitate a warm introduction by email. Unlike the AD service, we remain available through the early stages of negotiation — advising on typical commercial terms, flagging anything unusual, and helping ensure both sides reach an agreement that is workable in practice.
We do not sign agreements on your behalf. All contracts are made directly between you and the distribution partner. Our role is to guide the early commercial conversation and ensure nothing falls apart for avoidable reasons.
- Warm email introduction to qualified candidates
- Commercial terms briefing ahead of negotiation
- Available for questions through early negotiation phase
- Handover notes at project close
Markets we work in
We have direct commercial experience in all regions listed. This is not a claims-based network — it is firsthand knowledge of how distribution works in these markets.
How Market Development is priced
There is no single price for market development — it depends on the number of markets, the complexity of the category, and the level of ongoing involvement you need. Below are the three most common structures.
Project fee + success fee
A fixed project fee covers the scoping, research, and outreach phases. A separate success fee becomes due only when a distribution agreement is signed or a first order confirmed. The project fee is agreed before work begins.
On result: Success fee at signing or first order
Phased engagement
Each phase is approved and priced separately. You invest in Phase 1 (scoping), review the findings, and decide whether to proceed to Phase 2 (outreach). Nothing is committed beyond the current phase. The success fee applies on any deal resulting from the engagement.
Per phase: Agreed before each phase begins
On result: Success fee at signing or first order
Retainer + success fee
A monthly retainer covers active, ongoing representation in one or more markets — ongoing outreach, relationship management, market intelligence, and reporting. Suited to manufacturers who want a consistent market presence over 6–12 months rather than a single campaign.
On result: Reduced success fee at signing
All fees are agreed in writing before work begins. Nothing is invoiced without prior written agreement. The success fee amount is confirmed as part of the initial engagement document, regardless of which pricing model is chosen.
What we bring that a listing alone cannot
Real international experience
Direct commercial experience in the US, UK, EU, Japan and China. We know how distribution works in each market — not from research, from practice.
Targeted, not broadcast
We do not post and wait. Every candidate is identified, researched, and approached individually with a message relevant to their business.
Honest scoping first
If a market is not right for your product at this stage, we say so in writing before outreach begins — saving you time and money.
Transparent reporting
Regular written updates at every stage. You always know what is happening, what responses have been received, and what the next step is.
Aligned incentives
Our success fee means we only benefit when you do. We are not paid to generate activity — we are paid to generate results.
All communication by email
We work entirely by email. No unnecessary calls, no pressure, no account managers chasing you. Clear written communication at every step.
Frequently asked
Questions we hear most often from manufacturers considering Market Development.
Looking for a simpler entry point? Our Agent & Distributor Search service on agents-distributors.com starts with a professional €149 listing and active outreach — a focused, lower-commitment way to test market interest before committing to a full MD engagement.
Ready to discuss Market Development?
Send us a brief description of your product, current markets, and the region you are most interested in. We will reply by email with an initial assessment and a proposed next step.
Get in touch by email → Read about the AD service instead