Each model trades control against speed, and the cost of being wrong is different in each case.
What each model really means
- Distributor. They buy from you and sell on. Fast, low fixed cost, and they own the end customer. Reversing that later is the expensive part.
- Agent. They sell on your behalf for a commission. You keep the customer relationship and the invoicing, and carry more of the operational work.
- Your own team. Full control, full cost, and a hiring problem in a market you do not yet understand.
A practical sequence
Many European companies do well starting with representation rather than distribution: someone on the ground who opens doors and reports back, while you keep the customer relationship. It costs more per sale at the start and leaves every option open — including choosing a distributor later on the basis of real market knowledge rather than a first impression.
Whatever the model, write down what happens to your customers, your brand and your registrations if the relationship ends. That clause is worth more than the commission rate.