Define the capability gap
Identify whether the company lacks licences, logistics, sales relationships, language, service capacity or simply local demand. Different gaps require different partners.
Model the complete economics
Compare margins, duties, stock commitments, marketing contributions, payment terms, returns and after-sales obligations. Revenue forecasts without route costs can make an unsuitable model look attractive.
Protect access to market evidence
Agree what sales, customer, channel and campaign data will be shared. A partner that owns every relationship may accelerate entry while limiting the company’s ability to learn.
Set performance and exit terms
Document territory, exclusivity, minimum performance, brand standards, reporting, intellectual property, termination and transition. Legal advice is essential for the final agreement.
Use a staged decision
A pilot with defined evidence can test the partner and the proposition before a larger commitment. ICON IMAGE helps companies research routes, identify local specialists and coordinate launch and commercial development.
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