Distributor Search in Agriculture Sector in Poland

Challange

Envirologic, a Sweden-based company specializing in the development, manufacture, and sales of cleaning equipment, aimed to boost sales by finding a distributor in Poland. Their flagship product, the EVO Cleaner—a patented, fully automated cleaning robot designed for use in pig barns—was the focus of this expansion. Already present in 20 markets, Envirologic sought to enter the Polish market by partnering with local distributors who could sell the EVO Cleaner and provide after-sales service. The ideal partner would be a company offering interior solutions for pig barns, with sufficient size and service capabilities.

Solution

Explore Markets collaborated closely with Envirologic to design a tailored approach, focusing on three key areas:

Market Analysis: Conducted an analysis of the Polish pig farming industry and local competitors to understand the market landscape.

Distributor search:

Defined a preferred partner profile considering company size, service capabilities, and focus on the pig farming sector.
Created a long list of potential distributors, narrowed down to a short list after evaluation. Partners were ranked based on key criteria such as reputation, service infrastructure, and alignment with Envirologic’s goals.
Conducted sales calls and arranged meetings with interested companies to initiate discussions.

Visiting Program:

The project coincided with the Polagra Trade Fair in Bednary near Poznań, where Explore Markets used the event to initiate conversations with potential partners.
Following the trade fair, a 1-day visiting program was organized a month later, during which Envirologic met with three interested companies at their headquarters to further assess partnership opportunities.
Explore Markets participated in all meetings to support Envirologic in negotiating and establishing relationships with prospective partners.

Project manager

Katarzyna Udd

Result

Explore Markets worked closely with Envirologic to execute a comprehensive distributor search and market entry strategy in Poland.

We delivered a long list of 63 potential distributors, which was carefully screened and refined into a shortlist of 34 companies.
During the Polagra Trade Fair, we facilitated 16 initial meetings, creating valuable opportunities to raise awareness of the EVO Cleaner and introduce Envirologic to key Polish distributors.
Following the trade fair, we organized a follow-up visiting program, allowing Envirologic to meet with three selected companies at their headquarters for in-depth discussions.

As a result of this thorough process, Envirologic successfully signed a distributor agreement, establishing a foothold in the Polish market.