Define the buyer before the route
Start with the organisation or customer that could buy the offer. An industrial end user, distributor and retail buyer evaluate different things. Describe the use case, purchasing role and reasons to consider a new supplier. A broad category such as “all food importers” rarely gives enough direction for a useful first conversation.
Compare a small number of entry models
Direct sales, an importer, a distributor, a marketplace operator and a local company carry different responsibilities. Compare who sells, imports, holds stock, handles returns and supports the customer. Build cost scenarios with explicit assumptions. The right structure is the one that fits the first realistic commercial task.
Design a test before committing at scale
Choose what evidence would justify the next investment: buyer interviews, sample feedback, a trial order or a partner review. Define the scope and how results will be recorded. Check the product requirements, contracting parties, payment feasibility and delivery responsibilities before treating a promising conversation as a launch plan.
Reviewed October 2026 · RusGlobalExport