1. Which channels can they actually reach?
Ask about sales channels, geographical coverage and active customers. A large contact list is different from a regularly serviced network. Seek relevant examples and verifiable commercial references.
2. Does your range fit their business?
Complementary products can make an existing network valuable. Assess competing brands, sales team availability and storage capacity as well. Discuss the priority your brand would receive.
3. What is the initial operating plan?
Discuss target channels, product range, field activity and reporting frequency alongside order quantities. Document expectations for inventory, promotion and field support early.
4. How will performance be monitored?
Consider distributor sales to customers and stock movements alongside your shipments to the distributor. Agree on available data and reporting definitions from the outset.
After the meeting
Compare prospects against the same criteria: category fit, channel reach, team, operations, references and reporting. A positive first impression should not be the only reason for selection.
These guides provide a commercial assessment framework. Verify current product- and country-specific requirements separately.
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