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.
Client / sector
Glaseksperten — Glass manufacturing
Location
Scandinavia
Market
United Kingdom
Service provided
UK Market Entry, Distributor Development, Business Development
The manufacturer had a proven product and an established position at home, but nothing at all in the UK: no customers, no distributors, no commercial representation and no view of who should be selling the product.
Entering the market meant starting from zero — identifying where the product would sell, who would buy it, and which businesses were credible enough to represent it.
01
Worked through where the product fitted in the UK market, which sectors and buyer types it suited, and how it should be positioned against what UK specifiers and buyers were already using.
02
Built the target list from the ground up: potential direct customers, fabricators, installers and distribution businesses capable of carrying the product.
03
Approached targets directly and met them in person, presenting the manufacturer commercially in the UK rather than waiting for interest to arrive.
04
Identified and developed UK distributor relationships alongside the direct business, so the product had more than one route to the end customer.
05
Acted as the manufacturer's commercial presence in the UK — handling relationships, follow-up and ongoing sales activity on the ground.
0 → UK
Market entered from no prior presence
A solid platform of UK sales and UK distributors, built from a standing start.
Consistent sales activity and strong growth for the manufacturer in a market where it previously had no presence at all.
What this result shows
No turnover or sales figures are published for this engagement; the outcome is described qualitatively as a platform of UK sales and distributors, with "strong growth", built from no prior UK presence. Evans acted as Glaseksperten's UK commercial representative alongside the manufacturer's own product; no timeframe is stated.
Useful next step
Build your market entry planRelated research
UK & European Manufacturer Market Entry Report 2027Client reference
Tom helped us see the business from the UK customer’s side and adapt our approach where necessary.
Siggi Strandeng — Export Sales Manager, Glaseksperten
The commercial lesson
01
For Glaseksperten the work started with identifying real UK prospects and getting in front of them. Meetings, not market sizing, produced the first commercial traction.
02
Direct outreach created early customers while distributor recruitment built a longer-term route. The two ran together rather than one replacing the other.
03
Ongoing commercial representation gave the business a UK presence without employing a full local team before it was justified.
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
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.
5 UK distributors established
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.
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