The Spika blog
How manufacturers
win new markets.
Straight answers on distributors, margins, outreach and market entry. Written from the work we do every day.
distributor marginsfinding distributors
How to Find Distributors in a New Market Without Trade Shows
How to find distributors in a new market without trade shows: choose the market with data, work backwards from the end buyer, build a better list, and contact them with a reason to care.
distributorsdistributor margins+1
Why a Good Product Can Be a Bad Business for a Distributor
A good product still needs to make commercial sense for a distributor. Look beyond margin to stock, sales effort, cash commitments and manufacturer support.