| Activity |
Deliverables |
Time |
Budget |
- Kick-off call
|
- Understanding your sales strategy and sales process
- Clarifying goals and expectations from a potential distributor
- Clarifying ownership of tasks between your company and the distributor
|
- Immediate
|
- Free
|
- Distributor list
|
- A list of 2-5 relevant distributors (depending on country and product)
- The list includes a report rating the allocated distributors according to pre-defined criteria
- The list includes full contact details of the relevant person in each allocated distributor
|
- 3 weeks
|
- Pre-defined
|
- Conference calls
|
- A distributor questionnaire which will be reviewed during the call
- Coordinate and lead conference calls with potential distributors from the Distributor List, based upon our recommendations and your final selection
- Clarify ownership of tasks between your company and the distributor
- A summary document of all calls, rating the interviewed potential distributors according to pre-defined criteria
|
- 2 weeks
|
- Pre-defined
|
- Face-to-face meetings
|
- Coordinate and lead face to face meetings with potential distributors from the Distributor List, based upon our recommendations and your final selection
- A summary document of all meetings, rating the interviewed potential distributors according to pre-defined criteria
- Face to face joint meeting with potential end-users of the your product, along with the potential distributor
|
- 2-3 weeks (depending on distributor’s and your availability)
|
- Pre-defined
|
- Negotiations
|
- Assistance and support through the negotiation process
|
- 1-2 weeks
|
- Pre-defined (success based)
|
