It may be a better strategy to find a distributor first who can help you to get your products in smaller chains or individual stores, and then help you to get to the big names. Or to start online.
In this article you will find more information on the retail market and guidance on how to convince retailers and distributors to work with you.
Our local consultant will help you find the right distributors or retailers and convince them to work with you.
Palestine, located in the Middle East, has a population estimated at around 5 million as of 2023. The region is known for its historical and religious significance, as well as its ongoing political complexities.
The Palestinian economy, with a GDP per capita of around $3,000 USD in 2023, is heavily influenced by external factors, including political instability and restrictions on movement and access. Major economic activities include agriculture, small-scale manufacturing, and services. The economy also heavily relies on foreign aid and remittances.
Key cities and towns include Jerusalem (partially controlled by Israel and claimed as a capital by both), known for its religious significance; Ramallah, the administrative center of the Palestinian Authority; Gaza, known for its densely populated urban landscape; Hebron, a commercial hub; and Bethlehem, famous for its religious and historical sites.
The best preparation for doing business in any country is visiting it. This way you can experience the culture, check the shops and build your network.
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If you have a consumer product that you can’t sell directly from your home country to your end customer, you need at least one step in between. This can be a distributor (who also acts as wholesaler or importer), a big retailer directly, or it can be a large web shop. Let’s look at the pro’s and con’s of each option.
Distributors are risk averse, they know the portfolio they have and tend to be happy with it. They can’t just add a product or service to their range, since it will cannibalize on others:
Getting your products imported and delivered in a specific country can be a challenge. I have good experience with Tecex, who can act as your importer of record and even physical distributor. If you leave your details, they will contact you.
I always put a lot of emphasis on drafting a good distributor pitch. Even if you already have great sales materials for your end-users, this often does not make clear what the benefits are for a potential agent, distributor or retailer to work with you.
When you approach potential sales channels with your standard documentation, chances are high that they are holding of. If you make it crystal clear what are the benefits for them, like in the example presentation, you will get a much higher response rate.
Please note that it helps to put concrete data in your presentation. You may think it is sensitive, but just know the secret is in how you achieve the rotation or the low returns level, not in the data itself. So share it here, in order to get the right attention.
Be well prepared. All retailers expect you to prove why they are going to make more money with your product than with their current assortment. So you must know the competition.
