1. What is the distribution channel used for distribution of your products?

 Dealers/Distributors
 Retail Chains
 C Shoppe Retailing
 eleshopping
 Any other

2. What is the reach of your products?

 In Tier I cities only
 in Tier II/III cities/towns too

3. How do you select distributors for the products?

 Exclusively
 ulti-Brand

4. How do you select dealers for the products?

 Exclusively
 ulti-Brand

5. Give rating to the following parameters which you consider while selecting
distributors?

Highly Moderately Less

Particulars
Important Important Important
 Economical background
 Population of city / town.
 Credentials of the person.
 Location of store.
 Sales force
 Dealers network
 Experience of the trade
 Service infrastructure
 Technical knowledge of product

6. Does the company conduct proper induction programs for new channel members?
 Yes
 No
 7. What is your perception about following motivational aspects? Rate them as per
their effectiveness.

Highly Moderately Less

. Particulars
Important Important Important
 Dealers meets and informal get-
togethers.
 harmonious relationship between
sales force and channel members
 Prompt Delivery
 Special incentives like quantity
rebates and off-season rebates
 Point of sales promotional
support
 Training to the sales force /
technicians of distributors
 Demo products

8. Are distributors satisfied with the profit margins they are getting?
 Highly Satisfied
 Moderately Satisfied
 Less Satisfied

9. How the dealers / distributors affect the price of products? (Check one)
 Costs High
 Costs Low
 Remains Equal

10. How effectively your distributors help in promoting the product by way of:

Highly Moderately Less

. Particulars
effective effective effective
 Visibility of product
 Conducting dealers meets
 Road shows & exhibitions

11. Do the dealers / distributors share the cost of promotion at local level with company?
 Yes
 No

12. Do you think that your distributors play an important role in product innovation?

13. Do the distributors contribute in providing service infrastructure for after sales
service?
 Yes
  No

14. Do the distributors co-operate with sales personnel in giving feedbacks and other
reporting issues?
 Yes
 No

15. Do the distributors complain that the products are highly priced as compared to
the competitors?
 Yes
 No

16. Rate the following parameters on the basis of importance you attach to these as a
measure of performance evaluation of distributors / dealers?

Highly Moderately Less

. Particulars
effective effective effective
 Revenue generation.
 nventory holding support
 Loyalty
 Brand / image building
 Submission of reports

17. How frequently do you evaluate the performance of distributors?

 onthly
 Quarterly
 Yearly

18. How frequently do you evaluate the performance of dealers?

 Monthly
 Quarterly
 Yearly