Market entry
How to Become an HNB Distributor: The Roadmap
By KOKEN Editorial Team · Published · 3 min read
To become an HNB distributor, research your market's demand and regulations, obtain the licences needed to import and sell, choose a licensed manufacturer, build a focused range, set up compliant logistics and support your retail partners with product training.
1. Research the market
- Which HNB devices are already in use?
- Which flavour families sell?
- Who are the existing competitors and at what price points?
- Which retail channels are permitted to sell HNB products?
2. Get licensed
Many markets require import, wholesale or tobacco trading licences. Confirm requirements with local authorities and work through our import compliance checklist.
3. Choose a supplier
Use our 10 questions for choosing an HNB manufacturer. Decide whether you will distribute the manufacturer's brand or build your own through private label.
4. Build a focused range
Start with a small number of flavours that cover different preferences, and consider adding a tobacco-free herbal line. See building an HNB product range.
5. Set up logistics and support retailers
- Plan shipping, warehousing and stock rotation (see shipping from the UAE).
- Give retailers clear product information: flavour profiles, device compatibility, age restrictions.
- Track sell-through by flavour and outlet, and reorder on data.