It’s not enough to know who supplies this or that product or service and to whom – understanding of supply organization in the target market is also a critical thing; we provide comprehensive analysis for supply chain and distribution organization:
- Supply organization in the target market
- Diagram of relationship between the various levels of market participants (product/service flow, influence)
- Likely future changes in market structure
- Direct sales with producers
- Affiliated and non-affiliated distributors
- Retail level
- Channel structure
- Nationwide, regional and local retail networks
- Sale strategies (rebates, marketing support, sales support)
- Marketing communication & promotion activities
- Logistics
In many cases our clients ask us to find them appropriate distributors in the market; first of all we collect data of companies which potentially could be interested in starting co-operation with our client. This is based mainly on desk research, sometime if we are not sure whether for example company X is not our client's competitor by any chance we do a call to them.
The next phase, conducted after client's approval, considers contacting the listed companies and trying to establish:
- Who is the person responsible for the new products,
- What are the first impressions about co-operation offer, and
- When to contact again
All companies that have received the offer should be called again within 7-10 days. If the person has not decided yet we should check what are the reasons for lack of the decision. It is possible that our offer was incomplete, target company has some questions or our offer was simply forgotten or lost. In such case our action is required.
The marketing phase of the project finishes with having a short list of companies which are (1) the best candidates for becoming a distributor (2) that are interested in cooperation with our client. The companies are be presented to the client in the form of a report containing profiles of presented companies, full contact data and our recommendations. Data needed to prepare such a report are collected in secondary and primary sources, sometime we visit the company in case we have not found enough good quality information about them in checked sources.