Sell through distributors
When each distributor imports, each one pays its own import VAT.
Keep your distributors, and give them one stock inside the EU to order from. You see every order.
- One import into the EU, instead of one per distributor.
- Stock in 5 locations in Portugal, with bonded and tax warehouse authorisations at selected licensed sites.
- Two import routes: import under your own EU VAT and EORI numbers, or through EFC's operation as importer of record where needed (not for medical devices).
EFC holds a non-EU brand's stock inside the EU, so distributors order from Europe instead of importing one shipment each. EFC does not buy or resell the goods. You keep ownership, your prices and every distributor contract.
What stays, what changes
What changes for the brand and its distributors.
Moving stock into the EU does not change the deal with your distributors.
Stays the same
- Your distributors and their territories.
- Your price list.
- Your ownership of the goods.
- Who sells: you and your distributors.
Changes
- Customs duty is settled once when each shipment enters, not once per distributor. On qualifying shipments, import VAT goes in the periodic VAT return instead of being paid on arrival.
- Sales from this stock to VAT-registered distributors in other member states are normally zero-rated. Both VAT numbers must be valid, the goods must leave Portugal, and the sale goes in the seller’s EU sales listing.
- Distributors order from you, and the goods ship from stock inside the EU.
One import
Why does one import change the work for distributors?
Separate imports mean separate declarations, separate import VAT and separate stock for every distributor.
Goods released for free circulation need no new customs formalities between member states, so one import serves them all.
Today
Often, one import per distributor.
With one import
One stock, every distributor.
How orders run
How do distributors order from your EU stock?
A distributor waiting on an import cannot promise its customers a date.
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Each shipment enters once.
Goods are normally released for free circulation on arrival, with duty paid then. On qualifying shipments, import VAT goes in the periodic VAT return instead. Bonded storage is possible only at selected licensed sites, and only where the goods qualify.
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Distributors order from the brand’s EU stock.
EFC ships each order placed with you.
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The brand sees all stock and orders.
Stock and every movement visible in one stock record.
New countries
Can this stock reach countries you do not cover?
Countries no distributor covers stay closed while each market needs its own import.
Within the terms you already hold, the same EU stock can serve buyers outside your current territories. Where you want a new distributor there, we research the market, identify the candidates and approach the ones you select. You and the distributor agree the terms.
Add distributors in a new country
From outside the EU to distributors in Europe
We research each market, build the case for your line and bring you the distributors who agreed to meet. Once you sign, we run the operation in Europe.
We lead business development (1 to 7)
Step 1 of 14
Market intelligence
We agree with you the products, the priority countries and the distributor profile, then study competitors, prices, rules and barriers in each country.
You getA market report per country.
- What we do
- Agree the products, priority countries and distributor profile with you
- Study competitors, prices and how the market moves in each country
- Map the rules and barriers in each country, including reimbursement where it applies
Step 2 of 14
Product readiness
We check what each market needs from your product before any distributor sees it.
You getA readiness checklist per market.
- What we do
- Check naming, labelling and registrations per market
- Check the customs duty that applies to your product, and the VAT rate in each market
- List what is still open and who closes it
Step 3 of 14
Value proposition
We shape with you the message, what sets your line apart and the materials for each market and buyer type.
You getAn approved pitch kit per market.
- What we do
- Sharpen the value proposition against local competitors
- Adapt the message to each market and buyer type
- Prepare the materials a distributor needs to say yes
Step 4 of 14
Target identification
We build the candidate list from the research: coverage, current product lines and fit. No one is contacted until you approve it.
You getA named list, with the reason each one is on it.
- What we do
- Find the distributors and customers that fit the profile
- Check coverage, current lines and conflicts
- Note why each one is on the list
Step 5 of 14
Outreach
We contact each candidate with a message built for them, in their language, and keep you informed of every reply.
You getEvery approach and reply, shared with you.
- What we do
- Approach each candidate one by one, in their language
- Follow up until each one gives a clear answer
- Keep you informed of every reply
Step 6 of 14
Discovery meetings
We meet the candidates who reply and talk through their needs, current lines, market position and motivation to take you on.
You getA shortlist of candidates who agreed to meet, with our notes.
- What we do
- Meet each candidate on needs, portfolio and motivation
- Check their interest and willingness to move forward
- Write a short note on each meeting
Step 7 of 14
Due diligence and introduction
We check each shortlisted candidate, then introduce you to the ones who fit, hand over our notes and step back. Terms and the contract are yours.
You getProfiles and introductions to the candidates who fit.
- What we do
- Check coverage, customers, public filings and references
- Recommend who to meet and why
- Introduce you, hand over our notes, then step back
You negotiate and sign (8 and 9)
Step 8 of 14
Negotiation
You and the distributor negotiate the terms between you. Legal terms stay with your counsel.
Step 9 of 14
Agreement
You sign the distribution agreement directly with the distributor.
We run the operation in Europe (10 to 14)
Step 10 of 14
Customs and VAT
Your VAT and EORI numbers are registered in your own company name, and our operation provides the fiscal representative. Where our operation provides the importer of record instead (not for medical devices), you may not need these registrations.
- What we do
- Prepare your VAT and EORI registrations
- Check each shipment qualifies, then arrange customs clearance in another EU member state where it arrives, with customs duty paid there, and onward movement to Portugal
- Arrange for the VAT due to be reported, and deducted where entitled, in one periodic return
- Where a shipment does not qualify, arrange clearance on arrival in the usual way, with duty and import VAT paid then
Step 11 of 14
Warehousing
Goods are usually released for free circulation on arrival in the EU and held in Portugal.
- What we do
- Store goods in free circulation, or bonded at selected licensed sites
- Confirm each product suits the site before arrival
- Handle dangerous goods within licensed scope
Step 12 of 14
Fulfillment
In Portugal, your goods are labelled in the language of each destination market, kitted or assembled as agreed, and packed for each order.
- What we do
- Apply labels and inserts in each market’s language
- Build kits and carry out agreed assembly
- Pick and pack cartons, parcels and pallets
Step 13 of 14
Dispatch and returns
Orders ship to your distributors and customers from your stock in Portugal, and returns come back under your instructions.
- What we do
- Agree ordering and returns procedures with each distributor, within the agreement you signed
- Dispatch each order placed with you
- Receive returns and keep stock records current
Step 14 of 14
Market growth
While the distributor sells, we keep finding new accounts and track what the distributor buys from your stock and the sales it reports, so you can see how the market is developing.
- What we do
- Keep finding accounts and arranging introductions
- Track what the distributor buys and the sales it reports
Sell through distributors
What brands and distributors ask us.
Does EFC buy my goods or act as a distributor?
No. EFC does not buy or resell goods. You keep ownership, your prices and every distributor relationship. EFC handles the storage and the dispatch, and the import runs through one of two routes.
Will my distributors lose their exclusivity?
Territories and exclusivity are set by your distributor contracts, within what EU competition law allows. EFC does not set or enforce them. EFC holds the stock and ships the orders placed with you.
Who is the importer of record?
There are two routes. One route is to import under your own EU VAT and EORI numbers, with a customs representative in Portugal lodging the declaration. The other: where needed, EFC’s operation in Portugal provides the importer of record. For medical devices, EFC is not the importer or authorised representative under the MDR (Regulation (EU) 2017/745, Arts. 11 and 13). CE conformity stays with the manufacturer. The MDR obligations are separate from customs.
I am a distributor. Can I buy from a brand's EU stock?
Yes, when the brand holds its stock with EFC and it has been released for free circulation. You order from the brand, the goods ship from inside the EU, and you do not file an import declaration.
GET A QUOTE
Talk to the operations team
On a call we cover your volumes, your products and the operations we would run inside the EU. Send a few details and our operations team will reply.
Tell us how your distributors buy today