Access to the customer
When assessing a distributor, examine which customers it serves, how it develops opportunities and how much attention it could give your offer. Review its experience, proposed coverage and commercial terms. Clarify how it would share information about sales, market needs and customer follow-up.
If you are considering a direct presence, define who will handle prospecting, proposals, negotiation and ongoing customer support. Compare the control you want with the resources you are prepared to commit. Include management time and coordination with your existing team in that assessment. Consider who will maintain customer relationships as activity develops.
Comparing the business models
Prepare comparable scenarios. For each option, set out prices, margins, operating costs and responsibilities. Identify what must be resolved before launch and which assumptions need testing with potential partners or customers. Bring in specialist review of applicable requirements where necessary.
During validation, BDC helps structure this comparison and define an entry route. A combination of channels or a gradual local presence may also be considered. The choice should reflect your priorities and capacity to execute. Your company approves the model and the commitments it involves.
