Distributor Development · Germany → United Kingdom
A German balustrade manufacturer needed a route into the UK. Distribution alone was not the answer — the distributors had to be found, onboarded, trained and then supported in selling.
Client / sector
Glassline — Balustrade manufacturing
Location
Germany
Market
United Kingdom
Service provided
UK Market Entry, Distributor Development, Sales Training, Business Development
The manufacturer had no UK presence and needed distribution to reach the UK project and trade market.
Appointing distributors is not the same as building a route to market. Signed agreements achieve nothing if the distributor does not know the product, does not prioritise it, and has no sales activity behind it.
01
Profiled the type of UK business that could genuinely sell the product, then identified and approached suitable candidates across the market.
02
Ran the recruitment conversations and supported each distributor through onboarding with the German manufacturer.
03
Delivered product and sales training so distributor teams could specify, quote and sell the range with confidence.
04
Worked alongside the distributors on their own sales activity — helping them target project and trade opportunities rather than waiting for enquiries.
5
UK distributors established
A network of five UK distributors established, onboarded, trained and actively selling.
Evans Sales Consultancy then supported those distributors in winning more project and trade sales, increasing their orders with the German manufacturer.
What this result shows
The figure of five distributors describes the network established, onboarded and trained during the engagement, not total UK market coverage or a guaranteed level of resulting sales. Evans worked alongside Glassline's own manufacturing and product team, supporting the distributors' own sales activity rather than selling on their behalf. No timeframe is stated for this engagement.
Useful next step
Build your market entry planRelated research
UK & European Manufacturer Market Entry Report 2027Client reference
Tom helped us with finding the right companies to work with, both distributors and direct customers.
Lars Tinghuus — Former Export Sales Director, Glassline
The commercial lesson
01
Glassline's five UK distributors were onboarded, trained and commercially supported. Recruitment was the start of the work rather than the outcome of it.
02
The network was built to give the manufacturer genuine UK reach through partners capable of specifying, quoting and supporting the product.
Related intelligence
Evidence
International Market Entry · Ontario, Canada → United Kingdom, Germany & France
A Canadian architectural-components business wanted to establish a route into the UK and wider Europe. We rejected a conventional distributor model, built a project-partner network across the UK, Germany and France, and helped generate approximately £2.2m of new-market turnover within 12 months.
£0 → £2.2m New-market turnover in 12 months
UK Market Entry · Scandinavia → United Kingdom
A Scandinavian glass manufacturer wanted to sell into the UK for the first time. There was no presence, no customers and no distribution to build on.
0 → UK Market entered from no prior presence
UK Market Entry · Lithuania & Slovenia → United Kingdom
A European architectural-glazing manufacturer wanted to establish a genuine UK operation. We helped set up the office and showroom, build the sales strategy and pipeline, support staffing and launch the business commercially.
£0 → £1.4m UK turnover in 9 months
Whether you're trying to generate more opportunities, strengthen your sales operation or enter a new market, start by understanding what's currently holding growth back.
Prefer to speak directly?
