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Marketing local products:
Short and long distribution channels

[ Summary ]

Section III
Technical Data Sheets

 

Technical Data Sheet n° 4
Export missions: standard survey
questionnaire for commercial operators

 


What type of products do you market?

  • dried products
  • alcohol (wines and liqueurs)
  • canned food
  • fresh products
  • other

Who do you supply? Why?

To what type of customers do you sell your products?

  • Profile of the consumer/customer
  • Profile of the wholesaler/customer

What is the breakdown of your turnover per product and in total?

How often do you get orders for quality products? Seasonality of sales? What is the minimum volume per order and per product?

What is the buying priority of your customers? (indicate the top three priorities):
luxury products; domestic products; traditional products; regional products; products from a good brand; products with an original taste, quality recipe.

What are the three main criteria that influence your choice of supplier?
price; low commission; staggered payments; staggered delivery; packaging; service
Why?

What do you want from your suppliers?

  • meeting days, tasting sessions
  • samples
  • documents, leaflets
  • posters, banners
  • films

Have you had problems with your suppliers?
If so, explain how you rectified the problem.

What is your margin for each product?

What are your payment delays?
payment on receipt; after 30 days; after 60 days after 90 days

What methods of payment do you use?
cheques, drafts, endorsed cheques

What are the methods of delivery for imported products?

shared cost; free to the border; free to customs free to customer’s premises

 

SHOW THE PRODUCTS TO THE INTERMEDIARY AND ASK HIM:

What positive images do these products convey?

At what social category of customers are they aimed?

Which are the regions and cities where there will be the greatest demand?

What are the major distribution channels best suited to this type of merchandise? Why?

Under what image should these products be sold: luxury products or traditional products?

Is the way in which our products are made and labelled suitable for the market?

Are you interested in having our range?
Why?

What are the strengths/weaknesses of our products?
price; low commission; domestic product; luxury product; traditional product; regional product; packaging; advertising at the sales site

How do you envisage the current trend for the brands of quality agribusiness products (in relation to your company)?


1. survey on the supplier’s current clientele

Information about competitors

To what type of customers do you sell your products?
(Direct consumers and wholesalers)

What are the main qualities your clientele is looking for? (indicate the top three priorities)
luxury products; foreign products; traditional products; regional products; products from a good brand; products with an original taste, quality recipe

What are the three main criteria for your choice of supplier?
price; commission percentage; staggered payments; staggered delivery; packaging; service

Is the way in which our products are made and labelled suited to the image of traditional products?
Will the product meet consumer expectations?

In order to sell our range of products as effectively as possible on your domestic market, should our organisation emphasise your luxury image or your traditional image?
Why?

 

2. ANALYSIS OF THE RANGE


Do you often hear about our range?

Are you interested in having our range?

Do we offer a sufficiently representative range of products from our region?

What product is missing from our range?

What are the strengths/weaknesses of our products?
price; low commission; foreign product; luxury product; traditional product; regional product; packaging; advertising at the point of sale

How do you envisage the current trend in the brands of quality agribusiness products (in relation to your company)?

Other information about our competitors?


European Flag

European
Commission

Agriculture
Directorate-General