Identify importers and distributors that already buy your product category, find the person who owns sourcing at each, and contact them directly with your certifications, capacity and a clear reason to add a supplier. Portals and fairs help, but direct outreach lets you choose your buyers.
Why portal enquiries disappoint
Most portal enquiries are price comparisons sent to many suppliers at once. They are worth answering, but they rarely become steady, profitable buyers.
Find who already buys your category
- Trade and shipment data shows which companies import goods like yours.
- Distributor and wholesaler directories in your target country.
- Industry association member lists.
- Competitors' published distributor lists.
Reach the sourcing decision-maker
At an importer, the right person is usually the head of purchasing, sourcing or a category manager. At a distributor, it may be the owner or the product manager for your category.
Give them a reason to add a supplier
Buyers add suppliers to reduce risk, cut cost, shorten lead times or get products their current supplier cannot make. Lead with whichever of these you can prove, and attach certifications they will ask for.
Follow up through samples to the first order
The first order is often small. Treat it as the real start: deliver on time, document quality, and ask for a review of volumes after the first shipment.
Want to know which companies are worth approaching?
Request a research brief on your target market. It is free for companies that meet my fit criteria.
Request a research brief