Updated: 2026-03-13
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Read time: ~3 min
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SunGene Research Team
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Reviewed by SunGene Export Advisors
Channel Partner Vetting Checklist: How to Evaluate Distributors
A checklist to evaluate distributors: product lines, customers, coverage, service, warehousing, marketing capacity, and targets.
Table of Contents
Checklist
Product complement and pricing band
Customer/industry fit
Coverage and channels
Service and technical support
Clear targets and promotion plan
5 questions to ask
Who are your main customers and top 5 lines?
Which regions and channels do you cover?
How do you handle service and warranty?
What margins and terms do you expect?
What are your annual targets and promotion plan?
Example table: minimal list-to-meeting workflow
| Stage | Input | Output |
|---|---|---|
| ICP | market/industry/role/size | buyer profile and filters |
| List | multi-source + validation | deliverable contacts |
| Message | pain + proof + CTA | replyable question |
| Follow-up | 4–6 touches | replies + triage |
| Progress | summary/next steps | meetings/samples/quotes |
Need help?
If you want to discuss options or get initial advice, contact us.
FAQ
How do we progress after vetting?
Use a terms framework and milestones: start with trials, then exchange performance for territory or deeper partnership.
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