SlideShare a Scribd company logo
Market & Competitive
  Report Sample
    Deliverables
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.
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
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
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
Pricing Tactics:
What is their pricing strategy including?


    Vendor preferences
    Volume thresholds
    Bid support mechanisms
    Competitive discounts
End User Satisfaction and Opinion

 Vendor preferences
 Buying criteria
 Organizational use
 Etc.

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Sale organization

  • 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.