Building an International Distribution Network for an Automotive Fragrance Products Manufacturer
Comprehensive support for the international expansion of an automotive fragrance products manufacturer through the development of distribution networks in Spain and across Latin American markets.
Dr. Marcus International is one of Europe’s leading manufacturers of automotive air fresheners, car care products and fragrance solutions. For many years, the brand has successfully developed its international sales, supplying products through distribution partners in dozens of countries worldwide.
As part of its planned expansion into Spain, Dr. Marcus entrusted Tedalian with a comprehensive Business Development project aimed at identifying and securing a strategic partner responsible for developing the distribution of Dr. Marcus products in the Spanish market.
The project began with an in-depth analysis of the Spanish distribution market for automotive accessories and fragrance products. We then developed a targeted database of potential importers and distributors, identified decision-makers responsible for product portfolio development and conducted a multi-stage sales prospecting campaign. The process included presenting the brand and its product portfolio, providing commercial materials and qualifying prospective business partners.
As part of the project, we carried out targeted commercial activities involving 41 carefully selected companies representing the key automotive product distribution channels in Spain. The prospecting process resulted in four business meetings with the most promising potential partners. Tedalian was responsible for preparing the meeting agendas, coordinating discussions and supporting commercial negotiations. The project ultimately resulted in the signing of an agreement with a Spanish distributor, successfully bringing Dr. Marcus products to the Spanish market.
The success achieved in Spain provided the foundation for expanding the cooperation between Tedalian and Dr. Marcus. In the next stage, the client entrusted us with a further sales development project covering selected Latin American markets, including Mexico, Colombia, Argentina, Brazil and Central America.
As with the Spanish project, we began by identifying potential distributors, analysing local sales channels and reaching the relevant decision-makers responsible for product portfolio development. We then implemented a multi-stage Business Development campaign involving the presentation of the Dr. Marcus brand, qualification of potential partners and organisation of business meetings with companies interested in distributing the products in their respective markets.
Tedalian coordinated the entire partner acquisition process — from developing targeted prospect databases and conducting market prospecting to managing commercial communication and organising meetings with the most promising distributors.
Project Outcomes
- comprehensive analysis of the automotive products distribution market in Spain,
- identification and qualification of 41 potential importers and distributors,
- implementation of a multi-stage Business Development campaign,
- organisation of 4 business meetings with selected prospective partners,
- signing of an agreement with a Spanish distributor and successful launch of Dr. Marcus products in the Spanish market,
- expansion of the cooperation into Latin American markets following the success of the Spanish project,
- sales prospecting across Mexico, Colombia, Argentina, Brazil and Central America,
- organisation of meetings with distributors interested in developing sales of the Dr. Marcus brand,
- establishment of a strong foundation for the manufacturer’s continued expansion across Spanish- and Portuguese-speaking markets.
The Dr. Marcus project demonstrates that successful internationalisation does not end with entry into a single market. The results achieved in Spain led the client to entrust Tedalian with the next stage of its international expansion across Latin America.
This continued cooperation is a strong demonstration of our ability to build international distribution networks, identify and engage the right commercial partners, and support manufacturers in achieving sustainable, long-term sales growth across international markets.