Case studies

Distributor search case studies

Selected engagements showing how a focused search moves from market mapping to qualified partners. Client names are withheld to protect confidentiality.

Selected engagements

Challenge, approach, outcome

Each engagement begins with the manufacturer's ideal distributor profile and ends with qualified partners on the table.

High-Performance Engine Manufacturer

Target Market: Mexico

Challenge: A North American engine manufacturer relied primarily on the U.S. and Canadian markets and wanted to establish distribution in Mexico.
Approach: We identified 50 potential partners and evaluated them against the manufacturer's ideal distributor profile. The search was narrowed to three highly qualified candidates, followed by three rounds of meetings and evaluation.
Outcome: One distributor was selected to represent the manufacturer in Mexico. The appointed distributor now imports and distributes approximately $100,000 in products annually in the Mexican market.

Global Consumer Products Manufacturer

Target Market: Global Expansion

Challenge: Following an acquisition by private equity, a reusable drinkware manufacturer already operating in 26 international markets wanted to identify its next opportunities for global distribution.
Approach: We analyzed global markets based on purchasing power, consumer demographics, and product-market fit. We also interviewed the company's existing 26 distributors to understand channel performance, challenges, and opportunities for improvement.
Outcome: The analysis identified five priority markets for expansion, followed by targeted distributor searches to identify potential partners in each market.

Outdoor Equipment Manufacturer

Target Market: India & Southeast Asia

Challenge: An outdoor equipment manufacturer needed to reduce its dependence on China and identify qualified manufacturing partners in alternative Asian markets.
Approach: We researched and evaluated 200+ potential partners across India, Malaysia, Thailand, and Vietnam, assessing capabilities and fit before narrowing the search to 15 highly qualified candidates.
Outcome: The manufacturer successfully established new supplier relationships in India and achieved approximately 15% cost savings while diversifying its international supply chain.

We do not publish client names or logos without written approval from the manufacturer involved. Results described are specific to each engagement and are not a guarantee of future outcomes.

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