Vietnam retail support · Đào Lê Duy
How to Find and Evaluate a Distributor in Vietnam
Start with evidence of category fit and execution, not a long contact list. Identify the job you need a partner to perform, gather comparable information and keep unverified claims separate from confirmed facts.
Email your product linkEmail enquiries welcome in any language.
Define the job before searching
An importer, a stocking distributor and a commission-based sales agent can perform different jobs. One company may cover several roles, but ask who will import, own inventory, invoice customers and report sales. The proposed division of work must be checked for your product.
Build a candidate list from trade events, industry directories, retailer supplier channels and referrals. Record where each candidate came from. Ask the same first-round questions before spending time on detailed negotiations. Do not publish private contact lists or treat introductions as endorsements.
ITA recommends checking a prospective partner’s permits, facilities, workforce and capital. The working sheet below is our proposed method, not an official certification. U.S. International Trade Administration — Vietnam: Market Entry Strategy (26 March 2026).
Use an evidence sheet, not a promise
Open the working template
| Check | Evidence to request | Record |
|---|---|---|
| Relevant channels | Recent examples for the same category and price range | Channel, date, source and what remains unverified |
| Legal entity and role | Company identity and confirmation of the proposed role | Reviewer, missing evidence and specialist questions |
| Sales coverage | Named team roles, territories and operating model | Confirmed coverage rather than nationwide claims |
| Stock and delivery | Warehouse process, replenishment and returns handling | Who owns stock and pays for delivery or returns |
| Financial capacity | Credit information or references where lawfully available | Who reviews it; unresolved credit limits |
| Launch support | Written launch activities, budget and reporting | Who approves spending and owns materials |
| Reporting | Example product/store sales and stock report | Whether figures are sell-in or sell-out |
| Conflicts and brand rights | Competing lines, data access and proposed exclusivity | Commercial questions for qualified legal review |
Turn the sheet into a decision
Use three states: confirmed, needs evidence and mismatch. A blank answer is not a pass. A strong network does not compensate for unresolved supply or financial responsibilities. Request references with permission, compare the same products and document why a candidate proceeds or stops.
Before discussing exclusivity, define products, channels, territory, performance information and review points. Obtain appropriate legal advice before signing. This page is not a legal opinion or an endorsement of a particular distributor.
What happens after a shortlist?
Support can cover preparing the assessment, organising evidence and clarifying the next questions. Partner searches, introductions and meetings require a separately agreed scope; no contact or purchasing decision is guaranteed.
Does a store photograph prove distribution rights?
No. Ask what products, period, channels and role the evidence relates to, and obtain further confirmation where necessary.
Must I give exclusivity to start?
Do not treat exclusivity as a default condition. Define the commercial need and have the proposed agreement reviewed before making a commitment.
What should I send first?
A public catalogue, target price range and the role you need filled. Hold back sensitive costs and contracts until confidentiality and potential conflicts are addressed.
Tell me where your project is stuck
Send your company name, a public product link and the issue you need help with. No account or Vietnamese phone number is required.
Email your product linkI personally review and reply to enquiries by email. You may write in any language.
Email starter — optional
Company: Public product link: Issue to discuss:
Initial contact is free; paid work and fees are agreed before implementation. Please do not send confidential costs or contracts at this stage.