Want your products sold through a distributor — in Denmark or in a new market — choosing the right partner is often more important than the wording of the agreement itself.
Short answer: A distributor buys (or sells for commission) your products on to end customers or retail, often with responsibility for inventory, logistics and local sales. The right distributor already has access to the customers you want to reach — and a good match saves you years of building it up yourself.
What do you look for in a distributor?
- Existing customer relationships in the target group you want to reach
- Complementary products — not directly competing goods from other suppliers
- Local knowledge, if it's a new geographic market
- Financial solidity to prepay or hold inventory
Exclusive distributor or multiple distributors?
You can choose to give one distributor exclusive rights to a market (an exclusive distributor agreement) or use several distributors at once. Exclusivity often gives the distributor a stronger incentive to invest in marketing your product, but also ties you to one partner. See exclusive distributor agreements: what you need to know.
How do you make yourself visible to the right distributors?
Beyond direct outreach, a public listing clearly describing the product, the target group and what you offer a distributor can let interested parties find you — rather than only the other way around.
What should the agreement include?
A good distributor agreement should, at a minimum, regulate exclusivity (or lack thereof), pricing structure, minimum sales, notice period, and what happens to remaining inventory on termination. See the full walkthrough in distributor agreements: the big guide.
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