2. Sales Organization:
Sales Organization Total Employment segmented by:
• Number of Sales Representatives •Sales and Service
• Number of SE’s •Trainers
• Inside Sales Support •Customer Service
• Industry Teams (i.e. Government,
•Warehousing & Shipping
Finance or Professional Services)
• Support Organization •Admin and Finance
•Facilities in Canada
•Warehouses
•Repair Depots
•R&D
•Etc.
3. VAR Channel Strategy:
Identify distributors (e.g. Ingram, Techdata, Synnex, etc.)
Objective with distributors (i.e. cover retail or commercial or specific
regions)
Reseller Programs:
Co-op and MDF
Volume Rebates
Training Rebates
Spiffs, incentives
Number of dealers
Dealer selection and authorization procedures
4. VAR Satisfaction with Manufacturer:
Effectives of Technical Support
RMA processing
Cross-shipping programs
Overall profitability on the line; i.e. profit after:
Mark-up on invoice
Co-op and MDF
Volume Rebates
Training Rebates
Spiffs, incentives
Deal Allocation (i.e. how the vendor decides
who gets to bid on major deals)
Other
5. Retail Channel Strategy:
Identify retailers (e.g. BestBuy, Staples,
London Drugs, Costco, Bureau en Gros)
Objective with distributors (i.e. cover retail
or commercial or specific regions)
Retail Programs:
Co-op and MDF
Volume Rebates
6. Pricing Tactics:
What is their pricing strategy including?
Vendor preferences
Volume thresholds
Bid support mechanisms
Competitive discounts
7. End User Satisfaction and Opinion
Vendor preferences
Buying criteria
Organizational use
Etc.
