Write a partner profile
Define markets, customer segments, channels, portfolio conflicts, sales capability, service, warehousing and regulatory needs before building a list.
Prepare the commercial case
Explain positioning, demand evidence, price, margin, minimum orders, support and territory. Vague global ambition gives a potential partner little basis for a decision.
Use several discovery routes
Trade associations, exhibitions, trade data, professional referrals and official export resources can identify candidates. Every route still needs verification.
Verify authority and capability
Confirm the legal entity, ownership, financial capacity, channel access, references, conflicts and the representative’s authority. Use qualified advisers for regulated checks.
Pilot before broad exclusivity
Set a limited territory, products, targets, reporting, brand controls and exit rights. Exclusivity should follow measurable obligations and demonstrated execution.
How ICON IMAGE coordinates partner search
ICON IMAGE defines the brief, researches and qualifies candidates, prepares negotiations and connects partner development with the wider market-entry plan.
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