NORTHWAY VIEW · B2B & DISTRIBUTION
Russian dealer development: qualification and follow-up
Finding a contact is only the beginning. Product fit, commercial terms and consistent follow-up shape what comes next.
Define the right partner
Qualify partners by region, customer type, existing brands and service capacity. Use consistent questions to assess fit instead of maximizing list size.
Prepare terms that can be discussed
Align product materials, samples, pricing logic and service responsibilities. Certification, contracts and payment arrangements require confirmation by the appropriate specialists.
Record each commercial signal
Maintain a customer record with objections, needs, next steps and an owner. Use real feedback to refine positioning and channel strategy, with regular reviews.
Dealer qualification & follow-up checklist
| Qualification area | Question | Record |
|---|---|---|
| Buyer roles & regions | Who are the customers, which regions are covered and who decides on new products? | Roles, regions and decision contact. |
| Current range | Which brands/applications are represented, and what gap would the new product fill? | Fit rationale, conflicts and questions to validate. |
| Service & terms | Who handles installation/service? Which samples, pricing and supply terms are needed? | Responsibilities, terms and questions for the manufacturer. |
- Follow-up log fields: buyer role | region | current products | need | objection | sample/material status | owner | next action | agreed follow-up point.
- Update records with confirmed communication; an unverified contact list is not an established channel.
- You and relevant specialists confirm contracts, certification and payment terms; record negotiation authority separately.