The brief
Find regional partners for a commercial refrigeration manufacturer. Prioritize businesses serving restaurants and commercial kitchens, with installation coverage and technicians able to support the equipment after the sale.
The research
Map the regional distributors, installation specialists and adjacent suppliers. Compare their customer focus, geographic reach, product ranges and service capabilities. A company’s title matters less than the role it can play: an installation business may offer a useful route to customers, while a large distributor may carry too many competing products.
Partner research
A route into
a new region.
Commercial refrigeration
- Equipment distributors
- Commercial kitchen customers. Look at brands carried, territory coverage and gaps in the range.
- Service specialists
- Installation and maintenance teams. Check technician capacity and response times.
- Adjacent suppliers
- Restaurant fit-out businesses. Explore adding refrigeration to an existing customer relationship.
What makes a good partner?
The ability to sell, install and support the equipment in the territory you want to reach.
The handoff
A prioritized shortlist gives the commercial team a reason to approach each company and a question to resolve first. For one partner, that question is territory coverage. For another, it is service capacity or interest in adding a complementary line. Company profiles, supporting sources and open questions sit together in a working market map.