當國外客戶要求代理或合作時，我會提出以下關鍵問題來評估這家公司是否適合作為我們的國外代理商（地區經銷商）。這些問題涵蓋市場經驗、財務能力、銷售能力、技術支援、品牌契合度等方面，確保我們選擇的合作夥伴能夠有效推廣產品並維持品牌形象。
📌 1. 公司背景與市場經驗
✅ 請介紹貴公司的背景、成立時間、主要業務領域及核心客戶群？
✅ 貴公司目前是否已有代理其他類似產品的經驗？如果有，請列舉品牌與合作年限。
✅ 貴公司目前主要服務的市場區域是哪些？市場佔有率如何？
✅ 是否有過與國際品牌合作的經驗？有哪些成功案例？
📌 2. 財務與運營能力
✅ 貴公司的年營業額是多少？過去 3 年的成長情況如何？
✅ 貴公司有多少資金可投入這項業務，包括庫存採購、行銷推廣等？
✅ 貴公司是否有穩定的現金流，能夠支持預付款或庫存採購？
✅ 是否能提供財務報表或信用評級證明？
📌 3. 銷售與行銷能力
✅ 貴公司目前的銷售管道有哪些？是 B2B、B2C 還是透過經銷商？
✅ 貴公司過去銷售過哪些類似產品？年銷售量是多少？
✅ 貴公司是否有專門的銷售團隊？有多少人？他們是否具備技術背景？
✅ 貴公司是否有既有客戶可以立即導入我們的產品？
✅ 預計一年內能達成多少銷售額？
✅ 貴公司是否有專門的行銷團隊？會如何推廣我們的產品？（線上/線下活動、廣告、展覽等）
📌 4. 技術支援與售後服務
✅ 貴公司是否有技術支援團隊，能夠提供產品安裝、測試和維修服務？
✅ 是否能提供 24/7 技術支援，或是具有當地維修能力？
✅ 如果客戶有問題，貴公司是否能在 24 小時內回應？
✅ 貴公司是否願意投資技術人員的培訓，以確保產品的技術支援能力？
📌 5. 法規與合規性
✅ 貴公司是否熟悉當地政府的進口法規、關稅、產品認證（如 CE、FCC、ISO）等要求？
✅ 是否可以協助我們取得當地必要的產品認證？
✅ 是否有當地法務資源，可以處理合約、智慧財產權、售後責任等問題？
📌 6. 合作模式與承諾
✅ 貴公司對於合作模式的期待是獨家代理還是非獨家經銷？
✅ 是否願意承諾一定的年度銷售額？如果未達標，如何處理？
✅ 是否有意願簽訂長期合作協議？初期合作時間希望多久？
✅ 貴公司是否願意預先進貨？最低庫存量是多少？
✅ 是否願意共同投資市場推廣活動，如參加展覽、舉辦研討會、數位行銷等？
📌 7. 競爭分析與未來計畫
✅ 貴公司目前主要的競爭對手有哪些？他們的市場策略如何？
✅ 貴公司如何看待我們產品在當地市場的競爭優勢？
✅ 貴公司未來 3-5 年的市場發展計畫是什麼？我們的產品如何融入？
✅ 是否願意提供每季的市場銷售報告與客戶回饋，以便優化銷售策略？
📌 結論與決策標準
根據這些問題的回應，我會從以下角度評估是否值得合作：
🔹 市場經驗是否充足？
🔹 財務能力是否穩定？
🔹 銷售與技術支援是否到位？
🔹 是否具備當地法規與市場推廣能力？
🔹 是否有長期合作的潛力？
如果這家公司在各方面都具備優勢，並且願意承諾一定的銷售量與行銷投入，那麼這將是一個值得合作的代理商！✨
When a foreign client requests a distributorship
or partnership, I would ask the following key questions to assess whether the
company is a suitable regional distributor. These questions cover market
experience, financial capability, sales capacity, technical support, and brand
alignment to ensure that we choose a reliable partner who can effectively
promote our products and maintain our brand reputation.
📌 1. Company Background & Market Experience
✅ Can you introduce your company, including its
background, establishment year, core business areas, and main customer
segments?
✅ Do you have experience representing similar
products? If so, please list the brands and the duration of your partnerships.
✅ Which regions does your company currently
serve? What is your market share?
✅ Do you have experience working with
international brands? Can you provide any success cases?
📌 2. Financial &
Operational Capability
✅ What is your company’s annual revenue? How has it
grown over the past three years?
✅ How much capital can you allocate for this
business, including inventory procurement and marketing efforts?
✅ Does your company have stable cash flow to
support upfront payments or inventory purchases?
✅ Are you able to provide financial statements
or credit ratings as proof of financial stability?
📌 3. Sales & Marketing
Capabilities
✅ What are your current sales channels? Do you focus
on B2B, B2C, or work with sub-distributors?
✅ Have you previously sold similar products?
What were the annual sales figures?
✅ Does your company have a dedicated sales team?
How many people are in the team, and do they have technical expertise?
✅ Do you have existing customers who could
immediately adopt our products?
✅ What sales targets can you commit to achieving
within the first year?
✅ Does your company have a dedicated marketing
team? How do you plan to promote our products? (e.g., online/offline campaigns,
advertising, exhibitions, etc.)
📌 4. Technical Support &
After-Sales Service
✅ Does your company have a technical support team
capable of handling installation, testing, and repairs?
✅ Can you provide 24/7 technical support or
on-site maintenance services?
✅ If customers encounter issues, can your team
respond within 24 hours?
✅ Are you willing to invest in training for your
technical staff to ensure proper support for our products?
📌 5. Regulatory &
Compliance Readiness
✅ Are you familiar with local government
regulations, import duties, and product certifications (e.g., CE, FCC, ISO)?
✅ Can you assist us in obtaining necessary local
product certifications?
✅ Do you have legal resources to handle
contracts, intellectual property, and after-sales responsibilities?
📌 6. Partnership Model &
Commitments
✅ Are you looking for an exclusive distributorship
or a non-exclusive dealership?
✅ Are you willing to commit to a minimum annual
sales target? If the target is not met, how would we proceed?
✅ Are you open to signing a long-term partnership
agreement? What is your preferred initial contract duration?
✅ Are you willing to hold inventory? What is
your minimum stock commitment?
✅ Would you invest in co-marketing initiatives
such as trade shows, seminars, or digital marketing campaigns?
📌 7. Competitive Analysis
& Future Strategy
✅ Who are your main competitors in the local market?
What are their strategies?
✅ How do you see our product’s competitive
advantage in your market?
✅ What are your company’s market development
plans for the next 3-5 years? How does our product fit into this strategy?
✅ Are you willing to provide quarterly market
sales reports and customer feedback to help optimize sales strategies?
📌 Conclusion & Decision
Criteria
Based on the responses to these questions, I would
evaluate whether the company is a good fit for partnership by considering the
following factors:
🔹 Do they have sufficient market experience?
🔹 Are they financially stable?
🔹 Do they have strong sales and technical
support capabilities?
🔹 Are they familiar with local regulations and
committed to marketing efforts?
🔹 Do they have long-term partnership potential?
If the company demonstrates strengths in these
areas and is willing to commit to sales targets and marketing investments, then
they would be a strong candidate for a partnership! 🚀
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