Expanding into new markets is never just about selling products — it’s about building trust. The strongest brands abroad are those that grow alongside their partners, not at their expense. At Kormotech, we’ve learned that lasting success comes from approaching partnerships with strategy, patience and shared ambition.
International expansion for manufacturers begins with partnerships, not sales. Trust-based relationships with local distributors, retail chains and importers lay the groundwork for a brand’s lasting presence abroad. Sustainable B2B collaboration calls for a structured approach: aligning goals, co-investing in growth and delivering top-tier service.
At Kormotech, our products are sold in 50 countries, and we always take the long view. For us, it’s about creating partnerships that drive shared growth and are built to last. Here are 3 key principles that guide us in making that happen.
Support your partner’s market growth
It’s not only you, but also your potential partners who are on the lookout for growth opportunities. That’s why their decision to work with you will depend not only on your product’s quality, but on whether it helps them achieve their strategic goals.
Before presenting a commercial offer, take the time to understand your partner’s current portfolio: what categories they already cover, what trends they’re missing, and where gaps exist. Show how your product can fill a specific niche and help them expand their market presence.
Take our experience in Greece: we partnered with a major distributor that carried super-premium pet food but lacked offerings in the standard and premium segments. Kormotech filled that gap. As a result, our products gained near-national coverage, and the distributor became a one-stop supplier for local retail chains. Partnerships like these — where both sides grow — tend to stand the test of time.
Measure partnership effectiveness
A sustainable partnership starts with clear, shared expectations captured in agreed-upon KPIs. These might include market reach, sales growth, on-time delivery, responsiveness to requests and timely reporting. Transparent metrics aren’t just for tracking success — they’re an early-warning system for spotting issues before they escalate.
But numbers alone don’t tell the full story. True effectiveness includes the quality of collaboration: how often and how clearly you communicate, how quickly you respond and how proactive each side is. This only works when both partners are equally committed and accountable.
By regularly reviewing performance together, you ensure both sides are moving in the same direction. These check-ins help fine-tune your strategy, fix weak spots and build a partnership that grows and adapts rather than one that merely follows a contract.
Create space for open, ongoing dialogue
Strong partnerships thrive on honest and frequent communication. Regularly check in with your partner and actively seek feedback on how things are going. This helps you stay attuned to their needs while also deepening your understanding of the market — what’s happening in stores, how customers are responding, and what obstacles might be slowing momentum.
Open dialogue isn’t just about avoiding problems — it’s your early detection system. The sooner you hear about an issue, the faster you can act, keeping small bumps from becoming big roadblocks.
Don’t just trade numbers — share your perspective on what’s happening in the field. If you spot a trend shift or notice a competitor ramping up activity, give your partner a heads-up. Some of the best ideas — from local campaigns to strategic pivots — start with a simple conversation.
