If you are a company with a established brand an product in Europe already, with regular sales and a bunch of resellers, then we recommend the Reactive approach. You will not expend anything and you will expand your distributors base with one more in Spain.

If that is not the case, and your product is new or it has not a track record in Europe, we encourage you to work in the Active approach. You need someone who actively promotes your products, talks with potential clients, and gives you visibility and feedback from the market. A typical passive distributor (especially without exclusivity) may not work since it needs to invest in your product with no clear payback.

The Ultimate approach is recommended after the Active approach has been successful, and when you need to accelerate sales. You may require a reliable partner before establishing your own office or your distributor network.

We usually select the best providers to work with and, as a reseller, it does not makes sense to push a portfolio of competitors.

Nevertheless, technology may be used to solve the same problem in different ways. So it may be some overlap between the different manufacturer’s solutions. Every company has its own approach to the problems and it is our job to select what is the best fit for every client.

For instance, for reading temperature automatically, we can offer different options within our portfolio, but requirements such as price, connectivity, additional sensors or customer-specific needs, will drive the decision to use one brand versus another.

There is no minimum term in any of the approaches. You can change it according to your needs.

Nevertheless, from our experience, the Active approach requires at least three months to bear results, and the Ultimate approach makes sense for commitments of at least one year (for the required investment in training, processes, etc).