Identify Prime Prospect Distributors
Strategic Export Development Program
The Distributor Search Challenge
Some distributors are too big… Some distributors are too small!
Export Passport identifies Prime Prospect distributors that represent the Right Fit.
Export Passport Program
Exporter Classification
Export Solutions’ Classification System
10
Multinational
Strong market share everywhere across multiple categories.
9
Global
Multinational. Mix of leading countries and niche participation.
8
Category Champion
One core mass category. Strong performance globally.
7
Icon
Well known, niche leader. Global availability. Example: Tabasco.
6
Regional Leader
Strong share across one continent/region. Mixed export success.
5
National Hero
National treasure, #1 brand. Exports to homesick expats, tourists.
4
Player
Respectable share in home country. Opportunistic exports.
3
Participant
“Me too” product. Opportunistic exports. “Trader”/private label.
2
Challenger
Innovator. Some listings in home country. New to export.
1
Start-up
Trying to get traction in home country. Export “dreamer.”
Distributor Classification
Export Solutions’ Classification System
Champion
Massive distributor. Handles multinational/#1 brands across many categories.
Brand leaders. $$$ marketing budgets. Exporter types: 6-10
Captain
Category Captain. Handles leading brands in one segment.
Category innovators/leaders. $$ marketing budgets. Exporter types: 5-9
Player
Mid-size distributor. Handles #2/3 brands or niche leaders across many categories.
Differentiated, premium brands. $-$$ marketing budgets. Exporter types: 4-7
Participant
Respected local. Diversified product portfolio. Results equal to investment.
Flexible, challenger brands. $ marketing budget. Exporter types: 2-4
Pioneer
Small distributor. Entrepreneurial, open to innovative new companies.
Start-up brands. “Pay as you go” marketing. Exporter types: 1-3
