Structuring First-Time Export and Distributor Entry in Eastern Europe
Austrian Wine Trader (13 Boutique Wineries) | Bulgaria & Romania
An Austrian wine trader representing 13 boutique wineries had no prior export experience. The group required a clear export strategy, distributor sourcing support and the capability to manage international markets independently over time.
Dearin & Associates’ Senior Advisor, Kathryn Read, led the distributor sourcing and export structuring process.
The Challenge
- No export experience
- No distributor relationships
- No repeatable export processes
- Multiple brands requiring coordinated positioning
- Desire for long-term self-sufficiency
Our Approach
Kathryn developed a structured export roadmap and executed hands-on distributor sourcing:
Defined ideal distributor profiles per market
- Conducted longlist development and direct outreach
- Managed negotiations in Bulgaria and Romania
- Guided contract alignment and commercial terms
- Structured repeatable distributor management processes
- Provided regulatory and documentation guidance
- Laid groundwork for future Asian expansion
The Outcome
- Secured committed distributors in Bulgaria and Romania
- Achieved first export shipments
- Implemented scalable distributor management framework
- Positioned the group for expansion into China and Southeast Asia
Impact
Kathryn converted a non-exporting group into an active international operator. She built distributor partnerships while embedding the internal capability required for sustainable growth — a core skillset directly relevant to structured distributor sourcing mandates.
