Development of a Distribution Network in Poland for a Spanish Premium Cheese Producer
Comprehensive market-entry project for Quesos Cantó, a Spanish producer of artisanal goat cheeses, focused on identifying and securing distribution partners in the Polish market.
Quesos Cantó is a Spanish cheese producer with more than 45 years of tradition, specialising in high-quality goat cheeses. Based in Elche, Alicante, the company is one of the pioneers of modern dairy production, combining advanced manufacturing technologies with the best practices of traditional cheesemaking. Through full control over its supply chain and production processes, the company offers products made with natural ingredients, free from preservatives and artificial additives, while preserving their authentic flavour and high nutritional value.
As part of its planned expansion into Poland, Quesos Cantó selected Tedalian to manage a comprehensive distribution network development project. The scope of cooperation included analysis of the Polish dairy market, identification of potential importers and distributors, targeted B2B prospecting, presentation of the product portfolio and coordination of the process of establishing cooperation with selected business partners.
For the project, Tedalian developed a database of more than 70 potential distribution partners, including importers, wholesalers and companies specialising in premium food products and the HoReCa sector. This was followed by a multi-stage commercial outreach campaign targeting key decision-makers responsible for purchasing and sales development, including company owners and CEOs, commercial directors and purchasing directors.
Prospective partners interested in cooperation were introduced to the Quesos Cantó product portfolio, provided with commercial proposals and included in a coordinated product sampling process. Tedalian actively supported the client throughout business meetings and commercial negotiations, managing communication with prospective partners, coordinating the sales process and providing practical market-entry advisory support.
Project Outcomes
- comprehensive analysis of the Polish dairy products market,
- identification and qualification of more than 70 potential business partners,
- direct engagement with key decision-makers responsible for purchasing and sales development,
- organisation of product presentations, product testing and sample deliveries,
- support throughout commercial negotiations and the acquisition of the first customers,
- successful introduction of Quesos Cantó products to the Polish market within less than three months of the project launch,
- reduction of international expansion costs by approximately 50% compared with traditional partner acquisition methods, such as trade fairs and international business missions.
The project demonstrated the effectiveness of Tedalian’s approach to international sales development and the creation of efficient distribution channels. By combining targeted market research, carefully structured B2B prospecting and hands-on commercial support, Tedalian enabled the client to enter the Polish market and begin selling its products within a short timeframe, establishing a solid foundation for further growth in one of Central and Eastern Europe’s largest markets.