Write down what the partner must do
Specify the customers, territory, product category and operational role you expect a distributor to cover. Ask whether they should import, hold stock, train users or provide service. Separate essential capabilities from preferences. This creates a realistic brief for research and makes partner comparisons more consistent.
Evaluate fit through a conversation
Check the current assortment, channel reach, commercial priorities and willingness to develop a new product. Present a concise offer with enough pricing and product information for a meaningful response. Record interest, concerns and the next action separately. A company name or a polite response is not evidence of buying intent.
Agree how the relationship will be managed
Discuss reporting, sales activity, marketing responsibilities, stock and customer support before the relationship becomes dependent on assumptions. Exclusivity needs a commercial and legal review, including the commitments behind it. An initial pilot can help both parties understand the work before a broader arrangement.
Reviewed October 2026 · RusGlobalExport