Research Objectives

The key objective of the client is to expand into the Indian market, mainly in the West and North, through a network of channel partners.

The client wanted us to identify and shortlist some potential distributors to expand its customer base and business in
the Indian market.

Research Methodology

Our research methodology was a combination of secondary/desk and primary research process.

Our team built a long list of 100+ potential distributors through desk research, which were initially evaluated based on secondary research.

Developed a short-listing criteria and rating mechanism based on our discussion with the client. Next, primary interviews were
conducted with those shortlisted companies
to evaluate and collect information.

Research Outcome

Shared a long-list of potential distributors segmented by region in the excel format and defined the minimum selection criteria for the long-list of distributors to qualify them for the medium list.

Approximately 15-16 companies were shortlisted based on the selection criteria and ratings mechanism.

Conducted interviews/meetings with all the 15-16 shortlisted distributors to understand their willingness to cooperate, size of the company, team size, warehousing capability, ability to handle auto lubricant business of specified volume as required by the client, etc.

Prepared detailed profiles of 15-16 shortlisted distributors to share with the client so that they can internally decide and finalize the most
suitable distributors.