Trade representation
A permanent sales team in Riga instead of one-time visits and casual contacts.
The sales representative office is not a one-time acquaintance at the exhibition, but a permanent commercial function that negotiates on your behalf with buyers in the Baltics, Scandinavia, Poland and Germany. The team operates from Riga and closes four segments: retail chains, wholesale distributors, HoReCa procurement teams and government customers. Each segment has its own matrix of target accounts, the rhythm of communication, the format of the commercial offer and a set of accompanying documents. On top – weekly reporting on the funnel with clear stages: qualification, presentation, test delivery, listing, framework contract. The work includes eight cities with their own pages on the website: Riga, Vilnius, Tallinn, Stockholm, Oslo, Helsinki, Berlin and Warsaw. Geography of producers - five countries of Central Asia: Uzbekistan, Kazakhstan, Kyrgyzstan, Tajikistan and Turkmenistan. Categorical focus - food base, dried fruits, nuts, spices, tea, confectionery group and craft.
Direct answer.
Yeah. The Latvian Trading House negotiates on your behalf and closes contracts in eight EU cities. The manufacturer does not need to open a subsidiary in Latvia, hire a European sales manager and rent an office. The contract with the buyer is signed by the trading house, documents and logistics are closed in the Latvian circuit, and the commercial team is already physically working in Riga and meets with customers regularly.
Composition of work
Each block relates to a specific stage of the commercial funnel and is verified through a separate reportable artifact. This allows the manufacturer to see progress rather than “the feeling that something is coming.”
For each product, a list of priority buyers by segment, price positioning and actual route availability is collected. The lists are checked for realism and updated as a result of negotiations, rather than remaining a static contact table.
Communication is conducted in a single rhythm with clear criteria for the qualification of the lead: the confirmed person making the decision, the compliance of the category with the demand of the network, expectations for compliance and timing, the procurement cycle. This removes the random “maybe interesting” from the funnel.
Various commercial offers are being prepared for the retail network, wholesale distributor, HoReCa and the state customer: price, minimum volume, packaging, labeling, logistics and delivery time. Universal price is replaced by segment packages.
Requests for test samples and pilot batches are accompanied by a specification, an agreed deadline and a feedback form. The pilot cycle is closed by a commercial decision – a listing, rejection or product adjustment – rather than remaining in limbo.
The team negotiates the contract together with the buyer and our lawyers, agrees Incoterms, payment terms, quality specifications and terms. The connection of the buyer to the first shipments is synchronized with the warehouse and logistics side.
The report shows the movement of each account in stages: qualification, presentation, test, listing, framework contract. For each account - blockers, the next step, the responsible and expected term. This allows the manufacturer to influence the commercial strategy, rather than receiving only "end-quarter news."
Sales architecture
The classic agency model relies on a percentage of a closed transaction and almost always shifts the agent’s focus toward “fast” categories and contacts. This is not a bad tactic, but it does not solve the problem of systematic presence in the market.
The sales representation is arranged differently: the team works on an agreed list of accounts and categories, reports on the stages of the funnel, and not only on the fact of the signed contract. This gives the manufacturer predictable market coverage instead of occasional closures.
Since the team is physically located in Riga, it can travel to meetings in Stockholm, Helsinki, Berlin or Warsaw for one to two days, rather than coordinating video calls from another time zone.
Coverage of markets
Each city has its own category map and its own commercial logic. In Stockholm, large retail chains with their own brand are strong; in Berlin - wholesale distributors with coverage in the diaspora and healthy food segment; in Helsinki - HoReCa with the Eastern program and seasonal festivals; in Warsaw - regional wholesalers with coverage in the countries of the Visegrad group.
For each city, a separate matrix of accounts is maintained, but the category package of the manufacturer is general, which allows you to reuse the same documents and specifications in different negotiations. This reduces preparation time and maintains a single quality standard.
Categorical focus - food base, dried fruits, nuts, spices, tea, confectionery group and craft. Each category has its own channel and seasonality, and the team builds a calendar for these cycles.
Primary direction
Uzbekistan is the primary direction of Trade House ECLECTIE. This service runs in tandem with procurement in Tashkent and the regions, halal certification, EU customs, the Riga warehouse at Uriekstes iela 4A and trade representation across the Baltic, Scandinavia, Poland and Germany — under one Latvian SIA, one set of documents and one contractual counterparty in the EU.
FAQ
Full representation. The search for contacts is included in the work, but the qualification of the lead, negotiations, coordination of samples, support of the pilot batch, signing a contract and connecting to the first regular shipments are added to it. The key metric is funnel movement and contract closing, not the number of new names in the table.
Retail chains, wholesale distributors, HoReCa purchasing teams (hotels, restaurants, catering) and state or municipal customers. The priority of segments is determined by the product category, volume readiness and compliance profile. Each segment has its own commercial logic and its own set of accompanying documents.
Weekly report on accounts with funnel stages, blockers, next steps and expected deadlines. Once a month – a review meeting with the manufacturer, where priorities are reviewed, the matrix of accounts is adjusted and category signals from the market are discussed.
Depending on the segment: retail chain - usually from 3 to 9 months, taking into account the listing cycle; wholesale distributor - from 2 to 4 months; HoReCa kitchen of one restaurant - from 4 to 8 weeks; restaurant chain - from 3 to 6 months. Public procurement proceeds according to its calendar of tenders.
We can if the categories do not overlap on SKU and if it is agreed with each manufacturer in advance. A common case is several producers from different countries of Central Asia in adjacent, but not competing positions (for example, raisins from Khorezm and dried apricots from Surkhandarya). We do not take a direct conflict of interest in one SKU.
Preparation of a set of documents for the first shipment, coordination of the delivery schedule, release of a test batch with feedback, connection to the warehouse circuit on Uriekstes 4A and transition to a regular rhythm. The sales team does not leave the work after signing, but accompanies the first shipments before entering a stable cycle.
Manufacturer Category Matrix, product specifications, current certificates, indicative minimum volumes and desired markets. Based on this, a segmentation plan, a matrix of accounts for the first quarter and a reporting format for your internal processes are collected.
Commercial start
Give the category, target markets and desired volumes. We will build account segmentation, communication rhythm and reporting that translate the activity of the representative office into signed contracts.
