What is the difference between Scandinavia and the Nordics?

Scandinavia is Sweden, Denmark and Norway. The Nordic countries also include Finland and Iceland.

Should I give a Nordic distributor exclusivity?

Only with clear targets and a review date. Exclusivity without targets can block a market for years.

How do I find distributors in Sweden?

Ask target customers which distributors they use, check industry associations and trade fairs, read tender award notices on TED, and use directories such as our Swedish medical device map.

Is a distributor the same as an agent?

No. A distributor buys and resells your products. An agent finds customers and negotiates for you, while you sell and invoice. EU law gives agents specific rights.

Can Fractio find and manage distributors for us?

Yes. Fractio maps and contacts distributors in Sweden, Denmark, Norway and Finland in your name. Apply for representation.

How to Find a Distributor in Scandinavia (2026)

Contents1. Scandinavia or the Nordics?2. One distributor or one per country?3. Where to find distributors 4. What to check 5. The agreement

1. Scandinavia or the Nordics?

Strictly, Scandinavia means Sweden, Denmark and Norway. The Nordic countries add Finland and Iceland. Many distributors use the words loosely, so ask exactly which countries they cover with their own sales staff.

2. One distributor or one per country?

Model	Advantages	Risks
One Nordic distributor	One contract, one stock point, one contact.	Strong in its home country, weak elsewhere; check real coverage per country.
One distributor per country	Local sales teams and local relationships.	More contracts to manage; overlaps and price differences between countries.
Representative first, distributor later	You learn which buyers care before you commit to exclusivity.	Slower start for buyers that want local stock.

3. Where to find distributors

Your future customers. Ask buyers which distributors they already use. This is the most reliable shortlist.
Industry associations, such as Swedish Medtech for medical technology in Sweden, and their member lists.
Trade fairs, such as Elmia Subcontractor in Jönköping for industrial supply.
Public tenders. Contract award notices on TED show which suppliers and distributors win public contracts.
Directories and maps. See our medical device distributors in Sweden, Denmark and Norway, and the independent directory nordicdistributors.com.
Your trade agency. Portuguese companies can contact AICEP’s office in Stockholm.

4. What to check before you choose

Which countries they cover with their own salespeople, not just by delivery.
Which brands they already carry, and whether any of them compete with you.
Which customers and segments they really sell to, with references.
Whether they take part in public tenders, if your buyers are hospitals or regions.
Regulatory capacity, for example for medical devices under the MDR.
How they report sales and stock, and how often.

5. The agreement

Territory and exclusivity, with targets that let you end exclusivity if sales do not come.
A trial period before a long commitment.
Prices, margins, payment terms and who carries currency risk.
Marketing support, samples and training: who pays.
Termination and what happens with stock and customers when the agreement ends.

A distributor buys and resells. A commercial agent finds customers and negotiates for you, and EU law (Directive 86/653/EEC; in Sweden, the Commercial Agency Act 1991:351) gives agents specific rights, including compensation in some cases when the agreement ends. Take legal advice before you sign either.

Questions

What is the difference between Scandinavia and the Nordics?: Scandinavia is Sweden, Denmark and Norway. The Nordic countries also include Finland and Iceland.
Should I give a Nordic distributor exclusivity?: Only with clear targets and a review date. Exclusivity without targets can block a market for years.
How do I find distributors in Sweden?: Ask target customers which distributors they use, check industry associations and trade fairs, read tender award notices on TED, and use directories such as our Swedish medical device map.
Is a distributor the same as an agent?: No. A distributor buys and resells your products. An agent finds customers and negotiates for you, while you sell and invoice. EU law gives agents specific rights.
Can Fractio find and manage distributors for us?: Yes. Fractio maps and contacts distributors in Sweden, Denmark, Norway and Finland in your name. Apply for representation.

Sources

Rates and rules change. Check the official source before you price or invoice. Checked on 19 October 2026.