Exporter Channel Audit

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What proportion of your products are new?

What proportion are approaching the ends of their life cycles?

Rate your new product development program

Can you identify the strongest competitor for each of your products in the target market?

Does each product have a solid Unique Selling Proposition?

Have you done a robust competitive analysis for each product, in each region?

Do your products require customisation or technical support in the market?

If so, can you provide this satisfactorily today?

Do you know the size of the available market for your products?

What sales growth aspirations do you have for the territory in the next two years?

Can you name the players that account for two-thirds of the sales in the territory?

Can you identify 50 prospects by name and the buying contact in each one?

Do you have a good picture of the channels from which customers currently buy?

Do you base your prices on available pricing or cost?

Rate you satisfaction level with your existing channels: 1 = low, 5 = high

On average, how many times a year do you visit your channels

To date, what has your main method of finding channels been?

Does each channel have a budget for your products?

When the budget is not reached, what happens most often?

Do you part-fund any channel activities in the market?

If you have direct sales people, will/do they also manage your channels?

Do you have tight control over the margins your distributors make?

Do you understand the difference between an Agency and Distribution agreement?

Do you know what the Commercial Agents' Directive is?

Do you currently trade with any partners without written agreements?

Do you understand the termination conditions of all your current channels?

Do you ever sell to a distributor's customers and pay the channel a commission?

If yes, for what reason do you sell directly to your channel's customer?

Do you own any trademarks, patents, copyrights or design registrations?

If so, do have a clear understanding of how they're protected in export markets?