Updated: 30 September 2026•Shelfrizz Baltic Retail Intelligence
Quick answer: The right answer depends on your category, volumes, logistics capability and stage of market development.
What matters most
- A distributor typically buys, stocks and resells goods, taking operational responsibility for supply.
- A sales agency focuses on commercial representation and buyer development while the supply model may sit elsewhere.
- A hybrid model can separate commercial development from logistics, especially during early market testing.
- Brands should compare control, cost, speed, working capital, data visibility and retailer requirements before choosing.
- The model can evolve: a brand may validate demand first and build deeper distribution infrastructure after listings grow.
Why this matters for international brands
Small markets punish weak economics and generic execution quickly. A focused plan makes it easier to decide where to invest, which buyers to prioritize and what operating model is realistic.
How Shelfrizz approaches it
We combine market-entry preparation with commercial execution. The objective is not simply to create meetings, but to build a proposition that can survive buyer scrutiny and develop into repeatable retail business.
Next questions
Should Lithuania, Latvia and Estonia be approached together?
They can share a regional strategy, but the retailer landscape, category conditions and execution should still be validated locally.
When should a brand contact Shelfrizz?
Ideally before pricing and route-to-market decisions are locked, because local economics and retailer expectations can affect the launch model.