It is about a trusted network of food brands or manufacturers and distributors, all with a proven track record of success and competences. The basic principals are:

▪ Collaborations are not a must & how together is up to both parties. Collaborations are not a must, each food brand or manufacturer and each distributor maintains its autonomy in whether or not to work together, how to work together (as agent or importer) and on what conditions (prices, commission, marketing contribution, etc.).

▪ True market feedback by product introductions at distributor  key customers. When working together, both parties commit to one another to give a fair and legitimate change getting to a successful cooperation and market launch. This exploration phase takes time. The distributing partner of the country of your choice will introduce your products to their key customers, getting genuine market feedback such as feedback on products, taste, prices, specifications, likeliness of success, market launch timing & expectations, volume potential, whether or not brand investments are needed, etc.. In doing so, comprehensive information about the product portfolio (USP’s, prices, benchmark performances, specifications, logistics, etc.) will have to be exchanged. The exploration phase with proper introduction at key clients, is a firm time investment by the distributor, hence comes at a one-off fixed fee.

▪ Exlusive partnerships: When the market feedback is promising, the exploration can seamless roll over into an exclusive partnership. Prior to the market introduction, the way of working (as agent or distributor: buy/sell) has already been determined. With genuine market feedback, brands and manufacturers know the changes of success, with which key clients of the distributor, at what prices & conditions, potential launch timings, etc.. The distributing partner is aware of the adoption likeliness of its customers and what needs to be done.