Practice Areas

I work with manufacturers and international businesses facing complex cross-border commercial problems — from failing distribution and supplier concentration to market entry decisions and commercial models that no longer work as intended.

The obvious solution is not always the right one. I identify the underlying problem, evaluate the available routes, redesign the commercial model where necessary and stay involved through execution.

Route to Market & Distribution

For companies whose growth or margins are constrained by their existing distribution model, or where distribution in a key market has failed.
I assess the existing channel structure, identify where value is being lost, and redesign the route to market. This may mean rebuilding distribution, replacing a distributor, or developing direct relationships with key accounts and retailers.
Selected results: Direct retail grew from approximately 0% to 38% of revenue for an Asian home-appliance manufacturer, while gross margin increased by 8.5 percentage points over approximately 2.5 years. Earlier in my career, rebuilding a failed distribution structure in South Africa resulted in 7× sales growth over three years.

Supply Network Redesign

For companies exposed to supplier concentration, geographic dependency or sourcing structures that no longer provide the right balance of cost, resilience and control. I assess the existing supply structure, develop alternative sourcing bases and renegotiate with existing suppliers across volume, quality, cost and commercial terms.
Selected results: For an Asian home-appliance manufacturer, new sourcing bases in Vietnam and India, combined with renegotiated terms with Chinese suppliers, reduced purchasing costs and supply concentration risk. Earlier, I built a China-based operating company from zero and increased Far East purchasing from approximately USD 700K to more than USD 3M within one year.

Market Entry

For companies deciding how to enter a new market — through distribution, partnership, direct operations or acquisition. I evaluate the available entry routes against the commercial objective, market structure and level of control required, then manage the chosen model through execution.
Selected result: A Turkish manufacturer initially looking for a European distributor entered Europe through an acquisition instead. I identified the alternative route and managed the process from initial evaluation through completion.

Commercial Restructuring

For companies whose existing commercial model is limiting growth, profitability or the ability to use assets and capabilities already in place. I redesign commercial models, restructure sales organizations and incentive systems, and identify underused assets or capabilities that can support new revenue streams.
Selected result: An Eastern European manufacturer with approximately two years of financial runway reached profitability in about 22 months after selling slow-moving inventory and building a new revenue line around its existing export certification.

Client names, retailers, suppliers, commercial terms and engagement details are confidential. Further information can be shared under NDA where appropriate.

If you are dealing with a specific cross-border commercial problem, start a conversation: bugra@bctradings.com

Cross-Border Commercial Advisory

Trading

Practice Areas

BC Trading is the independent advisory practice of Buğra Bilsen