From exploring LATAM to negotiating with 3 distributors in 120 days.

The company had production capacity, international experience and a portfolio with potential in the region. However, it needed to determine where to start and how to turn those strengths into commercial opportunities. Each country presented different regulatory, competitive and distribution conditions.

Identifying potential distributors was only the first step. Their coverage, commercial capabilities, industry experience and genuine interest in the portfolio needed to be assessed. Distance, language and the lack of a local presence made it harder to initiate conversations and maintain momentum.

The challenge was to validate opportunities before committing resources to hiring, travel or a regional operation. The company needed priority markets, qualified potential partners and a commercial process that would support informed decisions.

In this scenario, TABI leads initial market development as an extension of the international sales team. The work combines research, prioritization and direct outreach to potential partners, turning expansion plans into concrete commercial conversations.

• Market prioritization: assessment of six countries based on opportunity, competition, distribution, market access conditions and portfolio fit.
• Partner validation: identification and qualification of distributors and importers based on coverage, experience and commercial fit.
• Commercial adaptation: tailoring the presentation and outreach approach to each market.
• Local execution: contacting potential partners, assessing interest and coordinating meetings.
• Opportunity management: centralizing information, defining next steps and identifying requirements to address with specialists.

The initial assessment compares six Latin American markets and prioritizes Colombia and Chile as entry points. This selection focuses research and commercial efforts on countries whose conditions align with the portfolio and expansion goals.

This provides the basis for mapping potential distributors and importers. Each company is assessed for its coverage, product categories and industry experience. Direct outreach validates interest and leads to meetings with the most relevant prospects.

Conversations are managed through centralized follow-up, with information and next steps recorded for each opportunity. Regulatory and operational requirements that need specialist involvement are identified in parallel, allowing negotiations to progress with clear expectations.