Expanding into complex and sensitive markets requires more than just a good product — it demands local expertise, strong communication, and building trust across borders. One of our recent business matchmaking projects illustrates how targeted consultancy and cultural understanding can open doors, even in politically and logistically challenging regions.
This case highlights how a regional distributor with robust logistics and retail infrastructure in the West Bank successfully connected with a leading hygiene brand headquartered in Turkey, with the support of CuB Consultants.
Understanding market dynamics
The project began when a privately owned distribution company with extensive reach in the West Bank approached us. Their objective was to work directly with a premium hygiene and tissue brand and strengthen the brand’s position across the West Bank.
Although demand for high-quality international products is strong in the region, market entry can be complex due to political instability, customs restrictions, and limitations in financial infrastructure. This makes selecting the right local partner a critical factor for success.
Based in Ramallah, the distributor operates 8 hypermarkets and 7 supermarkets, serving over 1,000 retail points through its own logistics and warehousing system. Unlike other players in Gaza, the distributor independently imports through the Port of Ashdod, shielding operations from many political and logistical restrictions. They sought our support to represent a well-known consumer goods brand in the hygiene category.
Structured business matchmaking process
To ensure a productive partnership, we focused on aligning expectations between both parties and followed a step-by-step process:
– Initial contact: We introduced the distributor’s capabilities to key decision-makers on the brand side.
– Introductory meetings: We arranged high-level virtual meetings to explore potential collaboration.
– Business model development: We supported the creation of a shared pricing structure, SKU selection, and proposal framework.
– Follow-up & Negotiation: We coordinated communications, answered queries, and guided both sides through the negotiation process.
– Ongoing support: From the first contact to the order phase, we ensured both parties progressed in alignment and managed all key steps.
Why was this project successful?
– Local market knowledge: A clear understanding of the differences between Gaza and the West Bank helped shape the approach.
– Relationship management: Transparent, culturally sensitive communication facilitated trust and clarity.
– Strategic alignment: The distributor had strong financial standing, advanced logistics, and broad retail access.
– End-to-end consultancy: From first contact to final agreement, we managed the entire process.
– Hands-on guidance: We helped define product portfolios, pricing, and logistics planning at each step.
– Risk diversification: The brand successfully established a new, reliable distribution channel outside of the previously problematic Gaza region.
Results
The partnership officially began after both companies reached mutual understanding. The distributor launched full-scale promotion and distribution of the brand’s product range across the West Bank, gaining visibility and access in a growing market. This business matchmaking process led not only to a new distributor relationship but also laid the groundwork for a long-term strategic partnership. It stands as a clear example of how the right consultancy support can translate into commercial success.
Are you planning to enter complex markets with reliable local partners? Whether you’re in the FMCG, retail, or healthcare sectors, CuB Consultants can guide you. Do you want to become a distributor of a well-known brand? Reach out to learn how we can help you connect with qualified distributors and sales partners in your target regions.
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