We run dozens of distributor research and go-to-market consulting projects every year. Ask us for a proposal.

Resources

Written from the markets we work in.

Country handbooks for the markets we have built, and shorter pieces on the parts of distribution that are expensive to get wrong. Written by the people who do the work, and free to read.

Distributor handbooks.

One per market. Written by the analysts who work the market, not adapted from someone else's report. Free, in exchange for an email address.

DistributorIQ
Distributor handbook
Saudi Arabia
How distribution actually works, and how appointments go wrong.

Saudi Arabia

A working guide to appointing and managing distributors in Saudi Arabia: how the market is structured, what the licences actually mean, and where appointments come unstuck.

Get the handbook
DistributorIQ
Distributor handbook
United Arab Emirates
How distribution actually works, and how appointments go wrong.

United Arab Emirates

A working guide to appointing and managing distributors in United Arab Emirates: how the market is structured, what the licences actually mean, and where appointments come unstuck.

Get the handbook
DistributorIQ
Distributor handbook
Indonesia
How distribution actually works, and how appointments go wrong.

Indonesia

A working guide to appointing and managing distributors in Indonesia: how the market is structured, what the licences actually mean, and where appointments come unstuck.

Get the handbook
DistributorIQ
Distributor handbook
Myanmar
How distribution actually works, and how appointments go wrong.

Myanmar

A working guide to appointing and managing distributors in Myanmar: how the market is structured, what the licences actually mean, and where appointments come unstuck.

Get the handbook
Coming soon
DistributorIQ
Distributor handbook
Syria
How distribution actually works, and how appointments go wrong.

Syria

The Syria handbook is being written alongside the database build. It will land when the market opens.

In preparation
Coming soon
DistributorIQ
Distributor handbook
Nigeria
How distribution actually works, and how appointments go wrong.

Nigeria

The Nigeria handbook is being written alongside the database build. It will land when the market opens.

In preparation

Articles.

Shorter pieces on distribution, market entry and the things that go wrong between a signed agreement and a working partnership.

Regulated products in European distribution
Article
Genuine is not the same as legal
Three regulated products and the European rules that decided each deal: a formulation limit, an owner of market access, and a territory that was not one market.
15 October 2026 · 14 min read
 Multi-country distribution in Africa
Article
When a multi-country distributor makes sense in Africa
One partner across several African markets can be the right structure or an expensive mistake. Which it is depends on the sector, compared across nine of them.
12 October 2026 · 16 min read
 Who holds your product registration
Article
Who holds your product registration?
Why the holder of your market authorisation decides whether you can ever change distributor, compared across five markets and five product classes.
3 October 2026 · 14 min read
 Exclusivity in a distribution agreement
Article
What “exclusive” actually means
Exclusive, sole and non-exclusive, the four things exclusivity attaches to, and the clauses that decide whether you can leave.
24 September 2026 · 11 min read
 How to find a distributor in a market you do not know
Article
How to find a distributor
Most distributor appointments fail for reasons that were visible before signing. This is the process for finding out.
9 September 2026 · 14 min read

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