The steps can vary depending on the product type and the market, but generally some tips:
- Participate in relevant industry exhibitions.
- Make sure you have all the information package for potential distributor ready.
- Collect contacts then approach directly to make a contract.
- Make sure you speak as high as possible to the decision maker.
- Besides other things choose the most motivated distributor rather than the largest one.
- Be prepared to assist the distributor in the critical negotiations with large customers, salespeople education, customer feedback.
You may contact me directly with the details, I’ll answer more specifically.