A top retailer needs an operator. A pharmacy needs a supplier. We operate as both — on the same brand.
Traditional distribution forces every account through the same commercial logic. That's why most European brands stall in Iberia. We run two — in parallel.
A top beauty retailer and a long-tail e-pharmacy operate in the same category — but require completely different commercial approaches.
A top retailer needs a partner across the table — someone who negotiates the calendar, trains the team and protects the shelf. An e-pharmacy needs clean catalog, reliable stock and competitive pricing. Trying to serve both with one model leads to underperformance in both. We don't.
One logic serves accounts that need a commercial partner. The other serves accounts that need a supplier. Mixing both is the mistake.
One partner in the middle, two commercial logics on the other side.
Same brand, two commercial strategies running in parallel.
Track A
We list and manage the brand directly
For accounts where execution across the table changes the outcome. We secure the listing in your name, build the promotional calendar, execute in-store and protect the shelf price.
Track B
We manage the accounts and supply the channel
For accounts with their own catalog, their own pricing and their own replenishment — they don't need a sales rep — they need a reliable supplier. We hold stock in Spain, list the brand in each account's system and keep the category turning.
Same brand, two tracks — run in parallel, not sequentially.
The criterion is not account size. It is the kind of value we add to that specific account.
A large e-pharmacy is not Track A just because it moves volume. A small but influential boutique is not Track B just because it is small. The question we ask is different: does this account need execution across the table, or a supplier that does not get in the way?
The answer tells us where the account belongs — and, more importantly, tells the retailer we understand their business.
In Track A
We negotiate the commercial terms with the retailer, and operate the account day-to-day — promotional calendar, endcaps and second placements, beauty advisor training, POS materials, flyer contributions, shelf price defense.
The brand invoices the retailer directly. We are the commercial operator, not an intermediary reseller.
In Track B
We hold stock in Spain, list the brand in each account's catalog system, manage replenishment and handle orders as they come. Clean, fast, priced to compete.
This is classic distribution, done well. Nothing revolutionary — which is exactly what these accounts want.
Same brand, two commercial logics — running in parallel, because the account on the other side is fundamentally different.
The model
Next step
If your brand is already established and Iberia is the next step, let's talk.
Tell us where you stand today — we'll map the right approach together.
Let's talk →