Measuring current distributor satisfaction levels is important to maintain profitable selling relationships. Current and potential distributors and reps can also be great sources of market information. WISC can assist clients in developing and implementing distributor surveys, as well as in analyzing results. Our distributor surveys can be oriented to gathering general market information, assessing ways to improve current relationships, or identifying new potential channels.

These assessments can help you:

• Keep in touch with market trends
• Refine product and service mixes to better meet distributor and customer needs
• Support your image as a customer-oriented supplier
• Recognize emerging profit opportunities
• Understand your company's position relative to competitors from the distributor's perspective
• Identify new or expanded channel opportunities

In distributor assessments, WISC:

• Works with you to develop a project scope. Criteria are established on the number of companies, type of distributors (for new distributors), NAICS codes, and/or geographic area.
• Performs a search of several databases, buyers guides, trade association directories, and other resources (electronic and hard copy) to help identify potential distributors/reps, if needed.
• Works with you to develop a distributor/rep phone survey targeting your interests, then conducts phone interviews to all selected companies (20 or more).
• Summarizes survey results in written and matrix form with conclusions.

These projects can be customized to expand the number of distributors involved and level of analysis.

Click here to view a sample Distributor Assessment Report. 

Starting a Distributor Assessment Project