An international perfume distributor should add market access, compliant operations, sell-through capability and transparent reporting—not simply place a large opening order. Select partners by territory plan, channel fit, financial discipline, regulatory roles and evidence from comparable brands.
Define the territory opportunity
Size the realistic doors, online channels, price tier and launch sequence before granting rights. Ask the candidate to name target accounts, buyer calendars and required listing investment. A broad regional promise without an account-level plan is not a route to market.
Audit operating capability
Review legal entity, ownership, years trading, warehouse conditions, dangerous-goods capability, sales team and current portfolio. Contact brand references and examine conflicts in price or positioning. Confirm which party imports, holds registrations or notifications, handles complaints and maintains traceability.
Model landed channel economics
Build the price waterfall from ex-works or transfer price through freight, duty, distributor margin, retailer margin, testers, samples and promotions. Test currency movement and markdown support. The recommended retail price must remain credible while both parties retain contribution for reorder.
Set performance-based rights
Define channels, territory, term, minimum purchases, launch milestones, reporting and cure periods. Exclusivity should follow achieved performance rather than precede all evidence. Reserve direct, travel retail or marketplace channels explicitly where needed and prevent unauthorized cross-border resale.
Govern stock and brand presentation
Agree forecasts, purchase orders, payment security, stock ageing, discount approval, artwork use and product-page standards. Receive sell-in and sell-through reports by SKU. Define return, recall, termination and remaining-inventory rules before launch so a weak partnership can end without uncontrolled liquidation.
Project checklist
- Account-level territory plan
- Portfolio conflicts
- Importer and compliance roles
- Price waterfall
- Performance milestones
- Sell-through reporting
- Termination and remaining stock