How to Find Food Distributors in the EU (France, Portugal, Italy, Germany)
The EU absorbs 58% of Spanish food exports. How to identify distributors in France, Portugal, Italy and Germany.
- The EU absorbed 58% of Spanish food and beverage exports in 2023 (FIAB).
- France, Portugal and Italy led. These are 2023 figures.
- Define channel, category and size before you look for names.
- Write in the buyer's language and don't give up after the first email.
The EU absorbed 58% of Spanish food and beverage exports in 2023 (FIAB, Datacomex data). France (€7,207 million), Portugal (€5,572 million) and Italy (€5,507 million) led. To find a distributor, define the channel, identify who distributes related products and open the conversation with a concrete reason.
Where the EU buys
According to FIAB, using Datacomex data, exports from the Spanish food and beverage industry reached €47,620 million in 2023. These were the main European destinations:
- France: €7,207 million (2023)
- Portugal: €5,572 million (2023)
- Italy: €5,507 million (2023)
- Germany: €2,984 million (2023)
These are 2023 figures. Before choosing a market, check the most recent series on Datacomex. For 2025, FIAB indicates that Spain consolidated its presence in France, Italy, Portugal and Germany.
What kind of distributor you are looking for
Before you look for names, define three things:
- Channel. Retail, foodservice, specialty store or generalist importer.
- Category. Which related products it already carries.
- Size. One that can handle your volume and gives your item priority.
Five sources for finding candidates
- Exhibitors and visitors at industry trade fairs.
- Industry associations in the destination country.
- Chambers of commerce and economic and commercial offices.
- Directories of importers and distributors in the market.
- The suppliers of your own customers and the products already sold alongside yours.
They will give you a long list. The hard part is what comes next.
From the long list to the first meeting
A list of a hundred companies is not a plan. Filter by fit, by timing and by the person who decides. Then write with a concrete reason: their range, your product, why it fits now.
At Hurus, we handle that stretch. Ultratargeting narrows the list to the companies that fit. Buying-moment detection marks when to talk. Human outreach with judgment starts the conversation in the customer's language.
Common mistakes
- Writing in Spanish to a French or German buyer who works in their own language.
- Sending the technical data sheet before knowing what they are looking for.
- Giving up after the first email goes unanswered.
Frequently asked questions
Which EU countries buy the most Spanish food?
In 2023, France (€7,207 million), Portugal (€5,572 million) and Italy (€5,507 million), according to FIAB with Datacomex data. Germany added €2,984 million. The EU absorbed 58% of the total. These are 2023 figures: before choosing a market, check the most recent series.
How do I find distributors?
Start with who already distributes products related to yours in the channel you want. Review trade fair exhibitors and visitors, industry associations and importer directories. Then open a conversation with a concrete reason: your product, their range and why it fits now. A generic catalog gets no response.
Do I need a local presence?
Not to start. Many manufacturers begin with a distributor or importer that covers the market and already has relationships with buyers. What you do need is someone who keeps the conversation going in the customer's language, with follow-up and judgment. A presence of your own comes later, if the volume justifies it.
Source: FIAB, March 14, 2024; The Objective, May 19, 2026 for 2025.
Full guide: B2B prospecting for food and beverage manufacturers: 2026 guide
Last reviewed: October 18, 2026.
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