What AWT International does

AWT International d.o.o. is a Zagreb-headquartered FMCG distribution company founded in 1990, operating across five Southeast European markets (Croatia, Slovenia, Serbia, Macedonia, and Bulgaria). The company provides integrated field sales, logistics, marketing, IT, and financing services to international and domestic FMCG brand manufacturers, with a stated portfolio of approximately 20 named partners spanning food, beverages, personal care, home care, and infant nutrition — including Barilla, Colgate-Palmolive, Henkel, Heinz, Danone/Nutricia, Essity, Vileda, and Werner Mertz.

The company's operations are anchored by a field organization of 200+ sellers and 250+ merchandisers who execute daily in-store product placement, shelf visibility, expiration-date monitoring, and competitive reporting across both large retail chains and small neighborhood stores. Logistics infrastructure comprises over 35,000 square meters of warehouse space processing 2,400+ pallets daily and delivering to 6,000+ retail locations annually. Supporting IT systems handle sales tracking, goods monitoring, route optimization, and operational reporting, while a dedicated marketing team manages partner-brand positioning and trade offers. The company also extends financing services to retailer customers with 100% risk assumption on accounts receivable collection, and acts as the on-the-ground distributor for product recalls (e.g., Aptamil AR 1/AR 2 on behalf of Nutricia/Danone).

The business model is B2B and transaction-based: AWT is compensated by FMCG brand owners for delivering field-sales coverage, logistics execution, and marketing/financing services across multiple Balkan markets, enabling brand owners to access a multi-country retail footprint without building their own in-country infrastructure. The company also operates limited consumer-facing digital channels — the Kliknime.hr webshop, a Naturel-brand Facebook storefront, and an E-dokument electronic invoicing and shipping document service — which extend its service portfolio beyond traditional distribution.

Name

AWT International

Legal name

AWT International d.o.o.

Website

https://awt.hr

Company type

Private

Founded year

1990

Operating status

Operating

Headcount range

501–1,000 employees

Short description

AWT International is a Zagreb-based FMCG distribution company operating across Croatia, Slovenia, Serbia, Macedonia, and Bulgaria, providing field sales, logistics, marketing, IT, and financing services to brand owners including Barilla, Colgate-Palmolive, Henkel, Heinz, and Danone.

Ownership category

akta.pro rank

Product category

FMCG Distribution and Sales Services

NAICS

Wholesale Trade Agents and Brokers (42512)

SIC

Arrangement Of Transportation Of Freight & Cargo (4731)

akta.pro primary industry

Hazmat & Dangerous Goods Warehousing (Regulated Storage) (TLAIACAE)

akta.pro secondary industry

Specialty Restaurant Chain Program Broadline Distributors (Contracted/Managed Supply) (AFAIAAAF)

Keywords

• FMCG distribution services
• Field sales representation
• Consumer goods logistics
• Retail merchandising services
• Brand distribution partner

Headquarters

HQ city

Zagreb

HQ country

Croatia

HQ region

Europe

Offices11 records

Markets served

GTM type

B2B

Offering type

Services

Cost components

Personnel, Operations, Supply Chain, Infrastructure, Marketing or Sales, Technology or R&D

Revenue model

1. Distribution and Sales Services for FMCG Brands: AWT International provides comprehensive distribution and sales representation services for FMCG (Fast-Moving Consumer Goods) brand manufacturers. The company handles field sales, logistics, marketing support, and financing services for their brand partners.

Distribution channels3 records

Marketing channels4 records

Core offering

AWT International provides integrated sales representation, logistics, marketing, IT, and financing services on behalf of FMCG brand manufacturers across Central and Eastern Europe. The company deploys 200+ sellers and 250+ promoters in the field, processes 2,400+ pallets daily across 35,000+ sqm of warehouse space, and delivers to 6,000+ retail locations annually across Croatia, Slovenia, Serbia, Macedonia, and Bulgaria. Services include merchandising, shelf placement, route optimization, and 100% accounts-receivable risk assumption for partner brands.

Product overview

AWT International is a Croatian distribution and sales services company operating across five Balkan markets (Croatia, Slovenia, Serbia, Macedonia, Bulgaria). The company provides an integrated service portfolio centered on sales representation (200+ sellers, 250+ merchandisers), logistics (2,400+ pallets daily, 35,000+ sqm warehouses, 6,000+ delivery points), marketing, and financing services for consumer goods brands. Digital offerings include the E-dokument service for electronic invoice and shipping document delivery, and Kliknime.hr webshop. The company distributes products from major FMCG brands including Barilla, Colgate Palmolive, Essity, Henkel, Heinz, and others.

Differentiator

Problem solved

Functional benefit

Brands

• Kliknime.hr: Online webshop operated by AWT International for consumer products.
• Naturel

Products and services

• Sales & Merchandising Services Field sales teams consisting of 200+ sellers and 250+ merchandisers ensure partner products are placed on shelves across all retail channels, from large retail chains to small neighborhood shops, on behalf of FMCG brand manufacturers.
• Logistics & Distribution Services Warehousing, order processing, and last-mile delivery of FMCG products to retail outlets, processing 2,400+ pallets per day across 35,000+ sqm of warehouse space with annual deliveries to 6,000+ retail locations.
• Marketing Services Dedicated marketing team manages partner brand portfolios and develops competitive, attractive trade and consumer offers for retailers and end consumers.
• Financing & Collection Services Financial services arm provides trade financing and accounts-receivable collection with 100% risk assumption by AWT International, transferring collection risk away from brand partners.
• E-dokument (Electronic Document Delivery) Digital service that delivers shipping invoices and delivery documents electronically in PDF format via email, with options to receive documents by retail location, for retail and brand-partner customers.
• Kliknime.hr Consumer Webshop Online webshop operated by AWT International offering products from partner FMCG brands directly to Croatian end consumers.

Quantifiable outcome

• Daily processing of 2,400+ pallets
• +2 more outcomes

Named customers20 records

Segments3 records

Ideal customer profiles3 records

Technology focussed No

API detail

Has API

No

API docs

API detail

Core technology

AI maturity

App detail

Feature3 records

Partnerships

Two partnerships are on record, tiered core.

• Nutricia Export BVcoreOthersNutricia Export BV is a Dutch company (Lange Kleiweg 6, RIJSWIJK, Netherlands) that manufactures infant nutrition products including Aptamil brand. AWT International distributes Aptamil products on the Croatian market and handles product recalls on behalf of Nutricia.
• DanonecoreOthersDanone is the parent company of Nutricia Export BV, manufacturer of Aptamil infant nutrition products. AWT International handles distribution of Danone infant nutrition products in Croatia, including product safety monitoring and recalls.

Scale indicators5 records

Recent moves2 records

Expansion highlights5 records

Broad incumbents

• GEODIS: France-headquartered global logistics provider offering contract logistics, warehousing, and distribution services with strong presence in European FMCG distribution. Comparable to AWT in the FMCG distribution segment but operates at much larger scale across global geographies and multiple industries.
• DHL Supply Chain: World's largest contract logistics provider, part of Deutsche Post DHL Group, with extensive FMCG and retail distribution operations across Europe. Overlaps with AWT in providing warehousing, distribution, and value-added services to FMCG manufacturers but operates at global scale and serves customers across all major industry verticals.
• DSV: Denmark-based global transport and logistics company with substantial contract logistics capabilities serving retail and FMCG customers across Europe. Overlaps with AWT in contract distribution and warehousing services for consumer goods manufacturers but at considerably larger scale and broader industry coverage.
• CEVA Logistics: Global third-party logistics provider owned by CMA CGM, offering contract logistics, warehousing, and distribution services across multiple industries including FMCG and consumer goods. Overlaps with AWT in the FMCG distribution and contract logistics categories but operates at significantly larger scale with much broader geographic and industry coverage.
• Kuehne+Nagel: Global logistics company with significant contract logistics division serving FMCG and retail customers worldwide. Comparable to AWT in offering integrated logistics and distribution solutions for consumer goods but at vastly larger scale, broader geographic reach, and across all transport modes.

Direct peers

• Orbico Group: Croatia-headquartered pan-European FMCG and consumer goods distribution company with deep Balkan and CEE presence, distributing for many of the same global FMCG brands as AWT. Closest comparable by business model (third-party FMCG distribution with field sales, warehousing, and financing services) and geographic footprint.
• Rhenus Logistics: Germany-headquartered global logistics services provider with dedicated contract logistics division serving FMCG and retail customers across Europe. Overlaps with AWT in contract distribution, warehousing, and value-added services for consumer goods manufacturers, though at much larger scale and broader geographic reach.
• ID Logistics: France-based international contract logistics group specializing in retail, FMCG, and consumer goods distribution with growing presence across Europe. Comparable to AWT in core service model (warehousing, distribution, value-added services for FMCG clients) and target customer segment.
• Atlantic Grupa: Croatian FMCG manufacturer and distributor operating across Southeast Europe with its own distribution arm (Atlantic Distribution) serving retail chains. Comparable to AWT in regional scope, FMCG category focus, and multi-country Balkans presence, although Atlantic also owns brands rather than only distributing third-party brands.
• FM Logistic: France-headquartered multinational contract logistics specialist with strong FMCG and retail customer base across Europe, including Central and Eastern Europe. Directly comparable to AWT as a third-party logistics and distribution provider for consumer goods manufacturers, with overlapping customer segment and service offering.

Market position

Strengths5 records

Weaknesses5 records

Competitive moat5 records

Key risks6 records

Key highlights7 records

Customer concentration

• Facebookfacebook.com/naturel.zona
• Instagraminstagram.com/kliknime.hr
• LinkedInlinkedin.com/company/773542

Compliance1 record

Revenue estimate

Valuation estimate

Number of profiles

Funding overview

Funding rounds

Investors

Funding detail is available on the Subscription and Enterprise plan.Contact sales →

M&A

Investments

M&A and investment is available on the Subscription and Enterprise plan.Contact sales →

Frequently asked questions about AWT International