1. Market & Competitive
Report Sample
Deliverables

2. Sales Organization:
Sales Organization Total Employment segmented by:
• Number of Sales Representatives •Sales and Service
• Number of SE’s •Trainers
• Inside Sales Support
•Customer Service
• Industry Teams (i.e. Government,
•Warehousing & Shipping
Finance or Professional Services)
• Support Organization •Admin and Finance
•Facilities in Canada
•Warehouses
•Repair Depots
•R&D
•Etc.

3. VAR Channel Strategy:
 Identify distributors (e.g. Ingram, Techdata, Synnex, etc.)
 Objective with distributors (i.e. cover retail or commercial or specific
regions)
 Reseller Programs:
 Co-op and MDF
 Volume Rebates
 Training Rebates
 Spiffs, incentives
 Number of dealers
 Dealer selection and authorization procedures

4. VAR Satisfaction with Manufacturer:
 Effectives of Technical Support
 RMA processing
 Cross-shipping programs
 Overall profitability on the line; i.e. profit after:
 Mark-up on invoice
 Co-op and MDF
 Volume Rebates
 Training Rebates
 Spiffs, incentives
 Deal Allocation (i.e. how the vendor decides
who gets to bid on major deals)
 Other

5. Retail Channel Strategy:
 Identify retailers (e.g. BestBuy, Staples,
London Drugs, Costco, Bureau en Gros)
 Objective with distributors (i.e. cover retail
or commercial or specific regions)
 Retail Programs:
 Co-op and MDF
 Volume Rebates

6. Pricing Tactics:
What is their pricing strategy including?
 Vendor preferences
 Volume thresholds
 Bid support mechanisms
 Competitive discounts

7. End User Satisfaction and Opinion
 Vendor preferences
 Buying criteria
 Organizational use
 Etc.