When your company decides to sell to markets in other countries, at some stage you will be faced with the decision whether or not a distribution partner is a good fit for you and your product. You May have been contacted by the company, maybe they met companies at the fairs, you may need to resort to the potential partner companies. But it happens, it is very important to have prepared a questionnaire that can give the company to complete them so you can get a feel for who they are. When it comes to clients still very early in the international sale of the development process. It saves time, gives credibility and can really help separate the wheat from the chaff. We recommend that you use this list and make his own question:
Cover letter along the lines of:
Thank you for your interest in XYZ company and our products. To help us prepare for potential further discussion of the dealership or distributorship, we would be grateful if you could complete the attached questionnaire. We are aware that the questionnaire is quite lengthy, but we believe that long-term relationship is built on a strong understanding of each other possibilities and expectations. Please understand that we can only review your application with a completed questionnaire and company details.
COMPANY DESCRIPTION
The full name of the company's legal ... Ownership (LLC, partnership, etc. )...
B type of work (check all that apply)
Trade (tip) directory of wholesale other B2B Internet commerce ... determine
C + Legal Address Office Address ...
D Main Contact ...
E phone number (s )...
F fax number (s )...
G E-mail address (es )...
H Company URL ...
J years of business ... Turnover in the last 3 years ...
K Employees ...
L around the office and warehouse area (sq ft or sq meters )...
M Bank Name ... State Bank ...
N Bank Contact ... Bank Telephone / fax / e-mail
O as a company funded ...
P Previous names for this business ...
products that are currently being distributed
for the distributor,
What brand are you? ... Approximately what they are selling every ?...
B which brand? ... Which products ?...
for the merchant,
What products do you sell in our market category ?...
B around the traffic of these products in branches ?...
for the sales and marketing information
Description of the sales force
its own sales force ... Number of sales people ...
External Reps. .. Number of outside reps. ..
Dealers ... The number of distributors ...
Mail Order / Direct Response ...
B channels of distribution
(a list of channels for their products, such as electrical stores, DIY stores. Ensure that all channels of interest are listed)
Electrical Stores ... The number of electrical retailers ... The total number of electrical shops door ...
DIY stores ... Number of DIY chains ... The total number of DIY shops door ...
C your estimated annual sales of our products ... Any information to substantiate this ?...
D countries that sell into (whether or not you want distribution rights)
Country 1 ...
Name of distributor / rep / local office ... Address and details ...
key accounts ...
countries 2 ...
Name of distributor / rep / local office ... Address and details ...
key accounts ...
...
Name of distributor / rep / local office ... Address and details ...
key accounts ...
MARKETING
What is your annual marketing spend? ... What would you spend to provide our product ?...
B% promotional money in trade activities in relation to consumer activities ...
C divided about ad money: TV ... Radio ... POP ... Promotions ... Other ... Fairs ...
D fairs to be attended and dates ...
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