Distributor Qualification

Qualification Questions
Ask these questions to interested distributor parties EVEN IF there’s already an existing distributor covering that same
service area.

 How many locations do you have?

o One location in Regina Saskatchewan
 What is your service area?
o All of the province of Saskatchewan
 How many service technicians do you have?
o 4
 How many years have you been in business?
o Less than 1 year
 Do you sell other aftermarket accessories, like lubrication, fast fuel products, scales, etc.?
o no
 What is your primary customer base and industries served?
o Mining, Industrial, Agricultural
 How many years of experience do you have with fire suppression for mobile equipment?
o 15
 If you sell fire suppression for mobile equipment, how many systems do you sell per year?
o 0 – partner sells
 Do you sell a competing vehicle fire suppression system? If so, which?
o no
 Do you currently have any contracts where you’re servicing mobile equipment aftermarket accessories or fire
suppression?
o Yes
 What percentage of current customers may be interested in the AFEX system?
o All mining contacts
 Do you have any short-term or long-term opportunities for fire suppression currently?
o Yes
 Why do you feel AFEX would be a good product line for your company?
o Limited competitors in the market. Poor support and representation from Ansul.
 Why would your company be a good distributor?
o We would be the service end of an partnership with Pathway Supply. Our technicians would be the field
experts for technical knowledge and maintenance.
 Are you willing to carry AFEX inventory?
o As required.