The Situation
A leading manufacturer and distributor of lubricants and automotive chemicals sought to identify distribution partners in Thailand to accelerate its sales. Tractus was engaged by the client to evaluate companies to serve as distributors in Thailand.
The Approach
- Tractus conducted a thorough ten-week evaluation to identify and assess potential distribution partners in Thailand using multi-phase methodology.
- Tractus and the client identified 8 priority industry classifications for evaluation and developed a long-list of 2,939 companies based on those industry classifications that included distributors of parts, accessories, and workshops, among others.
- The long-list was screened using 9 objective Critical Selection Factors (CSFs) that were developed through discussions with the client to evaluate targets’ financial and operational capabilities to serve as distribution partners.
- Applied CSFs to the full long-list, eliminating companies in phases based on data availability, business relevance, and revenue thresholds.
- Conducted primary research to confirm operational capabilities such as distribution coverage, partnership interest, sales and marketing capabilities.
- Applied Kepner-Tregoe (K-T) modeling to compare the final shortlist based on weighted criteria, including revenue, financial growth, distribution network, distribution coverage, marketing capabilities, and partnership interest.
The Results
19 companies met all CSFs representing quality targets for client’s team to hold detailed discussions about commercial opportunities and Tractus objectively compared the 19 companies against set criteria to provide recommendations for the top 10 companies that best meet client’s criteria.
