Export Smarter: How to Select and Manage Distributors That Deliver Results

Expanding into new markets is one of the biggest growth opportunities for New Zealand brands, but the success of that expansion often comes down to one critical factor: choosing the right distributor and managing that relationship well.

This session is designed to cut through the noise and provide practical, real-world guidance on how to approach distributor partnerships with clarity and confidence. From selecting the right partner through to setting expectations and driving performance, we’ll explore what actually works, and what to avoid, based on experience across international markets.

• Defining your ideal distributor profile — aligning partner choice to your brand, category, and target market

• Finding and shortlisting distributors — where to look and how to build a qualified pipeline

• Assessing capability and fit — key questions, signals, and red flags in the selection process

• Managing for results — establishing cadence, KPIs, and accountability to drive sustained growth