At B2B Services, we provide exclusive representation for Slovak and international FMCG brands in the Slovak market. We bring together sales representation, product listing, communication with buyers, distribution, brand management, marketing support, reporting and long-term sales development.
We work with international brands that need local representation and knowledge of the Slovak market, as well as with Slovak manufacturers that want to grow their sales in retail and e-commerce.
20+ retail chains · 4,000+ points of sale · Nationwide coverage · In the market since 2007
Discuss representation options for your brand
Exclusivity defines the partner, not the scope of its work
Exclusive representation determines who can represent a brand within an agreed territory, for specific products or in defined sales channels. Exclusivity alone, however, doesn’t say which activities the partner actually takes on.
An exclusive representative may handle sales negotiations only. A broader partnership can also include listing, distribution, brand management, marketing strategy, promotions, reporting and further range development.
So the quality of representation isn’t determined by exclusivity itself, but by the partner’s specific responsibilities and the results its work is measured against.
Representation also doesn’t end with the first listing. The product has to stay available, be presented correctly and be supported after it’s been added to the range. The brand needs to know how it will communicate with customers, who manages its marketing and what will drive further sales growth.
What we provide for the brands we represent
We tailor the scope of the partnership to the brand’s needs, its range and its target sales channels.
| Area | What we provide for your brand |
| Launch in the Slovak market | We assess the product, market opportunities and suitable sales channels. |
| Product listing | We prepare the materials and manage the listing process with relevant retail chains. |
| Communication with buyers | We approach buyers and category managers and handle day-to-day commercial matters. |
| Trading terms | We negotiate prices, terms of business and other commercial requirements with trade customers. |
| Orders and distribution | We coordinate orders, deliveries and product availability according to the agreed partnership model. |
| Brand management | We help set the brand’s positioning, future direction and range development in the Slovak market. |
| Marketing strategy and communication | We plan product presentation, communication priorities and agreed marketing activities. |
| Sales support | We handle promotions and other forms of product support across sales channels. |
| Reporting and analytics | We evaluate the available sales data and prepare recommendations for the brand’s further development. |
Our services for brands can cover both retail and e-commerce. The exact scope always depends on the agreement with the brand and on what’s realistically possible in the Slovak market.
What to agree before the partnership starts
Before signing an exclusive representation agreement, you need to separate the scope of exclusivity from the scope of services. A contract can establish exclusivity, but on its own it doesn’t explain who will be responsible for sales, marketing and the brand’s day-to-day development.
| What to define | Specific questions |
| Scope of exclusivity | Which products, territory and sales channels does the exclusivity cover? |
| Scope of services | Does the partner handle sales negotiations only, or also listing, distribution, brand management, marketing support and reporting? |
| Commercial responsibilities | Who approves prices, trading terms, promotions and range changes? |
| Brand marketing | Who manages the brand’s marketing strategy, prepares communication and approves marketing activities? |
| Brand materials | Who supplies price lists, product data, documentation, photos and marketing materials? |
| Evaluation | Which results will be tracked – listings, distribution, availability, orders, sales or others? |
| Reporting | How often and in how much detail will the brand receive updates on the partnership? |
Agreeing these points up front makes it clear to both sides what the exclusive representative is actually expected to deliver and how the partnership will be assessed.
Which FMCG brands is representation right for?
Exclusive representation makes most sense for:
- an international brand without its own sales and marketing team in Slovakia,
- a brand that doesn’t know the Slovak market and local consumers well enough,
- a manufacturer that doesn’t want to negotiate with each trade customer separately,
- a brand that needs to connect listing, distribution, brand management and sales support,
- a manufacturer that wants to grow both retail and e-commerce through a single local partner.
Before the partnership starts, we assess the range, price positioning, logistics readiness, brand positioning and target customer. We need to know whether the brand has product data, trade prices, available stock, the necessary documentation and materials for communication and sales support ready.
Not every product belongs in every retail chain. The choice of sales channels has to be based on price, category, customer buying behaviour and the product’s commercial potential.
Exclusive representation can open doors to relevant trade customers, but it won’t make up for poor pricing, unprepared logistics, missing product documentation or unclear brand positioning.
In our product catalogue, you’ll find, for example, drinks from the Matyšák brand, including wines and grape juices. Other brands we feature publicly are on the Our clients page.
The exact scope of representation is set individually for each brand.
Retail network and coverage of Slovakia
We’ve been operating in the Slovak market since 2007. Our own sales team covers the whole of Slovakia, and we work with more than 20 retail chains. Our network includes more than 4,000 points of sale.
We operate in retail, wholesale, health and beauty, petrol stations, pharmacies and e-commerce. Chains featured on our trade partners page include COOP Jednota, Tesco, dm and Teta.
The size of our network describes our overall reach. For each brand, we choose the channels that match its range, price, positioning and target customers. The final listing decision rests with the relevant trade customer.
You can find out more about our background on the About us page.
Frequently asked questions
What does exclusive representation of an FMCG brand mean?
It’s an arrangement in which one partner has agreed exclusivity to represent the brand within a defined scope. The agreement sets out the territory, products and sales channels. It must also separately define the representative’s sales, distribution, marketing and brand management responsibilities.
Do you also represent international FMCG brands in Slovakia?
Yes. For international brands, we can provide local market knowledge, sales communication, listing, negotiations with trade customers, agreed administrative tasks, brand management and marketing support in the Slovak market.
Do you also provide marketing and brand management?
Yes, if they’re part of the agreed scope of the partnership. We can help shape brand positioning, marketing strategy, product communication, promotions and further range development. Before the partnership starts, we agree which tasks B2B Services takes on and which stay with the manufacturer or brand owner.
What’s the difference between a distributor and an exclusive sales representative?
Distribution is about delivering products to trade customers. Exclusive representation means that only one partner represents the brand within an agreed scope. The two terms aren’t interchangeable. One partner can provide distribution, sales representation and marketing support, if that matches the agreement with the brand.
Can you guarantee that a product will be listed by a retail chain?
No. We select relevant trade customers, prepare the materials, communicate with buyers and handle commercial negotiations. The decision to add a specific product to the range rests with the retail chain.
Can you represent a brand that doesn’t have its own Slovak branch?
Our team can provide local sales communication, agreed administrative tasks, brand management and marketing support. Whether you need a Slovak branch, registration or other formal requirements has to be assessed based on the product and the chosen business model.
Looking for exclusive representation for your FMCG brand?
Send us a brand introduction, product catalogue, wholesale prices, minimum order quantities and information on available production or warehouse capacity.
Please also tell us:
- which markets you already sell in,
- which sales channels you want to develop in Slovakia,
- how well you know the Slovak market and customers,
- who currently manages your brand marketing,
- what scope of sales and marketing representation you’re looking for.
We’ll check how ready your range is and explore partnership options in the Slovak market.