Before making an appointment in Bangladesh, ask five questions.
1. Does the distributor reach the right customers?
National coverage can sound impressive while hiding limited access to the specific customers that matter. Review the active customer base, sales channels, sector relationships, regional strengths and ability to reach relevant decision-makers.
2. Can the organisation sell and support the product?
Some products require technical selling, specification work, tender capability, installation coordination or after-sales service. Assess knowledge, sales process, technical resources, inventory capacity and the ability to support customers after purchase.
3. Will management commit resources?
A capable distributor may still be the wrong partner if the new relationship is not a management priority. Clarify who will own the business, what staff and working capital will be allocated, how performance will be reviewed and what the distributor expects from the international principal.
4. Are governance and commercial practices acceptable?
Review ownership, decision-making, financial standing, reputation, compliance, reporting discipline and potential conflicts with competing brands. Commercial transparency is as important as market reach.
5. Does the partnership fit the entry strategy?
A partner should fit the intended positioning, target segments, channel model, investment horizon and level of control. The selection criteria must come from the market-entry strategy—not the other way around.
Build a decision, not just a list
A well-designed distributor search begins with clear requirements, structured market mapping and evidence-based assessment. It should result in a reasoned selection, defined responsibilities and a practical joint development plan.
MZ supports partner and distributor identification, screening, due diligence, introductions and selection planning for international companies evaluating Bangladesh.