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Channel Development

Looking to set up a distribution network in Asia? Want to secure the right partner on the ground? Or perhaps your existing sales channels are not delivering?

Through our proven four-step process, we will identify your long list of potential partners, reduce this to a first short list by applying the most relevant selection criteria, and recommend a final short list by undertaking a thorough assessment of the most qualified candidates. In the final step, we will help you negotiate and conclude distribution agreements and ‘on-board’ your chosen partners. 

Please get in touch to find out more about our Channel Development services.

Channel Development

Our Case Studies

The Brief

Japan's leading manufacturer of wound care and ostomy products asked us to assess the opportunity for its products in China and develop a channel strategy through the appointment of a master distributor.
 

The Approach

We focused on China's largest cities and met with senior managers inside competitors, distributors and hospitals to deliver an in-depth analysis of China’s ostomy market. At the same time, we identified and evaluated potential channel partners for the client in Beijing, Shanghai and Guangzhou.

 

The Result

We managed the negotiations with the preferred channel partner, successfully concluding a distribution agreement. The final agreement included sales targets, a commitment by the partner to marketing spend, and roll-out schedules for the company's products. We continued to manage the relationship with the partner until the client was ready to assume direct control.

"I'll give Intralink full marks on both business development and account management, which is rare even for any in-house sales team."

Bjorn Krylander – Managing Director, Datapath

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