Identifying a New Distribution Partner for a Nordic Pharmaceutical Company in Vietnam

The client, a Nordic pharmaceutical company with an established presence in Vietnam through a local distributor. Despite being in the market for several years, the existing partnership consistently underperformed and failed to deliver expected commercial results.

Rather than exiting the market, the client decided to reassess its go-to-market setup and identify a stronger local distribution partner capable of supporting long-term growth in Vietnam.

Vietnam's pharmaceutical market is complex and highly regulated. Finding the right distributor requires more than commercial reach. Regulatory capability, product registration experience, hospital and pharmacy access, and operational reliability all matter.

The client needed an objective, structured assessment of the distributor landscape and a clear recommendation on which partner to pursue, without relying on informal introductions or surface-level market knowledge.

Our team was engaged to lead a distributor search and evaluation process. Our role was to identify suitable pharmaceutical distributors, assess their capabilities, and support the client in selecting a partner aligned with its commercial and regulatory requirements.

Market mapping and distributor identification

Accriona conducted targeted market research to map the Vietnamese pharmaceutical distribution landscape. Using internal market intelligence combined with external research, we built a long list of potential distributors based on agreed criteria such as product focus, regulatory capability, geographic coverage, and commercial scale.

Screening and evaluation

Each potential distributor was assessed in depth. Accriona evaluated strengths, weaknesses, market positioning, and operational fit. This process went beyond high-level profiles and focused on practical execution capability.

Shortlisting and recommendation

A shortlist of qualified distributors was presented to the client, along with clear comparisons and recommendations. Accriona highlighted trade-offs between options and advised on the most suitable partner based on the client's objectives.

Partner introduction and facilitation

Accriona introduced the client directly to the recommended distributor and supported early-stage discussions to ensure alignment and momentum toward a formal partnership.

The engagement delivered:

• A clear overview of the Vietnamese pharmaceutical distribution market and current trends
• A qualified shortlist of distributors meeting the client's requirements
• Identification of a local distributor as the preferred partner
• Successful introduction and facilitation of a new distributor relationship

The client gained confidence in its Vietnam market strategy and a stronger foundation for future growth.