Solution 04 · Distributor & Partner Development
BorderNex researches, qualifies and introduces the distributors, importers and retail buyers who can carry your brand in Thailand, Vietnam, the Philippines and the UAE, then supports the meetings and negotiations that turn an introduction into a working partnership.
Our role
BorderNex is a fee-based services partner. We do not import, hold stock or resell your product, and we do not take a margin on what your distributor buys. That independence is the point: our recommendation on which partner to sign is not shaped by what we would earn from the order.
You keep the commercial relationship, the contract and the pricing. We make sure the partner on the other side of the table is the right one, and that the terms agreed are ones both sides can live with.
What this solution covers
Distributor development runs from a clear picture of the channel to a partner who is ordering and investing in your brand. Each phase can be commissioned on its own or as one continuous engagement.
Phase one
Phase two
Phase three
Meetings that go somewhere
A distributor meeting fails when the partner has not understood the brand or the brand has not understood the partner. Before each meeting we brief both sides: your positioning, price corridor and launch support on one side; their portfolio, coverage and what they will expect on the other.
Negotiation support
Margin expectations, payment terms and marketing contributions differ between Thailand, Vietnam, the Philippines and the UAE, and between modern trade and traditional trade. We explain what is customary, flag what is unusual and help you hold a position. You make the decision and sign the agreement.
How it works
A typical engagement runs in four stages. You can pause after any of them with a usable deliverable in hand.
Agree the ideal partner profile: channels, coverage, category experience, scale and the commercial model you can support.
You receive: partner profile, channel mapResearch the market and build a longlist of distributors, importers and buyers that match the profile.
You receive: longlist with fit assessmentQualify the strongest candidates, confirm interest and run a meeting programme in market or online.
You receive: shortlist, meeting notes, term indicationsSupport negotiation, help structure the agreement and set up the first ninety days with the chosen partner.
You receive: terms summary, onboarding planGood to know
It depends on category, channel coverage and the market. Exclusivity can secure investment from a partner; multiple partners can cover modern trade, traditional trade and online separately. We lay out the options for your category and market before you decide.
Profiling and research usually take three to four weeks. A first round of meetings typically follows within the next four to six weeks, depending on the market and the time of year.
Yes. Where a category buyer at a retailer or marketplace is the right first conversation, we arrange and prepare that introduction. For markets where we work with local partners, such as the Philippines and the UAE, introductions are made through those partner networks.
You can continue with channel relationship coordination under this solution, or move to Local Business Representation for a standing in-market team that manages the distributor, buyers and day-to-day operations.
Related
Tell us your product, price positioning and the markets you are considering. We come back with a view on the channel structure, the partner profile that fits and how a meeting programme would run.
