A defined-scope project mandate to identify and qualify three potential Thai distributors for a specific finished-product line, accompanied by a market report on the Thai pharmaceutical landscape and the organisation of in-country meetings with the client's Area Manager.
The technical difficulty of the project lay in the client's existing channel structure: two distributors were already active in Thailand for other product lines of the same company. The work was therefore not a greenfield distributor search but a precise piece of channel mapping — identifying candidate distributors whose own product portfolios would not conflict with the existing two partners, and which were appropriate specifically for the new product line under consideration. This required understanding both the client's existing channel architecture and the prospective distributors' commercial portfolios in sufficient depth to ensure non-conflict at the product level.
The project was delivered to scope and concluded in 2007 as a single-engagement mandate.
