How to find a distributor in Australia
Finding candidates is the easy part. The work that determines whether the relationship succeeds happens before you have a shortlist.
Strategic Partnership Manager / Co-Founder
Tom Clearkin
Focused on market-entry strategy, buyer relationships and helping brands move through the process from registration to commercial opportunities.
Tom co-founded LaunchGrid after seeing how often strong consumer brands stalled internationally for reasons that had nothing to do with the product.
His work runs from market selection through to the commercial conversations that follow: which market to enter and in what order, what registration and documentation the pathway requires, and how a brand presents itself to the distributors and buyers who decide whether it gets shelf space.
Focus
- Market selection and route-to-market planning
- Distributor criteria, shortlisting and commercial terms
- Registration and compliance sequencing
- Retail and pharmacy buyer readiness
Published
Written by Tom Clearkin
4 articles on market entry, distribution and retail.
Distributor vs agent vs market-entry partner: which do you actually need?
These three roles get used interchangeably, and the differences decide your margin, your control and how easily you can change course.
The international market-entry checklist
Questions to answer before you commit to a market, not after you have signed with a distributor.
Choosing your next market: how Australian brands should actually decide
The honest answer is that it depends on your margin structure, but the criteria that decide it are consistent, and most brands do not apply them.
Talk to Tom about your next market.
Tell us where you are trying to grow. We will tell you what the pathway looks like, what it would take, and whether we think the timing is right.