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How to find the right

PA R T N E RIN SOUTH EAST ASIA

BUILD CRITERIA

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Identify partner’s qualifications that would fit with your growth strategyKey criteria • Company size • Salesforce capability • Distribution network • Financial stability • Management Style • Product portfolio • Strategic alignment

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Criteria Measurement

Company size• Annual revenue • Number of employee • Registered capital

Salesforce capability• Number of sales staff • Number of key accounts • Average sales per head

Distribution network• Number of local dealers • Number of stores • Location coverage

Financial stability• Cashflow • Debt to equity • ROA or ROI

Management Style

• Organisation structure • Type of company (family business /

public company / private enterprise) • History and key value

Product portfolio• Revenue share by product • Product and price positioning

Strategic alignment• Future growth plan • Targeted customer segment

SET MEASUREMENT SCALEDefine important measurement factors and set your minimum standard

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BUILD POTENTIAL PARTNER DATABASEIn some countries e.g. Thailand, Singapore, Malaysia, Indonesia, Philippines, you can build a list of potential partners via Ministry of Commerce’s registered company database or importer list

THAILAND

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You can build an exhaustive list of potential partner from the website of Department of Business Development, Ministry of Commerce PRO: Its Free. it’s government database that includes all registered companies in Thailand CON: it’s only available in Thai language

You can build an exhaustive list of potential partner from Business Online website PRO: Users friendly and include all registered companies within the Government database CON: Its paid services. You have to subscribe to their services in order to do searching

www.dbd.go.th www.bol.co.th

If your product needs distributors who whole a special license from the Government, we recommend you to check out the website of those government agency to find registered companies within their database. However, government database is usually in local language

Registered company database from the government or database company is the starting point to identify potential partner

MYANMAR

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You need to purchase importer report to gather a list of importer of your products of interests

We purchase an importer list research from the local market research agency (Myanmar Survey Research) to identify who is the key importers for each product.

INDONESIA

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Importer database from the Ministry of Trade

http://www.kemendag.go.id/Ministry of Trade database collect the list of importers and exporters. You can choose type of importing products and location of importers to identify potential partner companies

VIETNAM

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Limited desk research resource available in Vietnam to gather company database. We recommend to contact local associations and schedule for face to face meetings

https://dichvuthongtin.dkkd.gov.vn/inf/default.aspx

There is a public service that you can request for a custom report on registered company database in Vietnam. However, its effectiveness is doubtful. For the case of Vietnam we recommend you to visit trade show, contact local industry associations and conduct primary market research in order to identify potential partners

MALAYSIA

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List of potential partner can be customised by using Company Commission of Malaysia Information services

http://www.ssm.com.my

Company Commission of Malaysia offers corporate and business information data. You can customise report based on your interests. You have to pay for data based on number of pages. The minimum payment is USD 26 for the first 50 pages for company Information & Statistic Data.

SINGAPORE

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List of potential partner can be customised by using online website database provided by Accounting and Corporate Regulatory Authority

www.bizfile.gov.sg

Accounting and Corporate Regulatory Authority of Singapore provide an online service website (bizfile) that you can purchase a list of companies. You can list a company by Singapore Standard Industrial Classification (SSIC). You can search SSIC code from ACRA website.

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DROP A CALLCalling your potential partner to get contact details of the key management position (Management position or Business Development)

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SEND EMAIL Draft an email describe about a partnership opportunity, ask for face-to-face meeting and also attach your company profile

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INTRODUCTION MEETINGThe first meeting is just to get to know each other. You have to prepare your company presentation, product information, product sample (if available)

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SEND EMAIL FOR A LIST OF QUESTIONAfter an introductory meeting, you should advise potential partners that you would need more details about the company and send them a list of question you have. If you would like to survey their warehouse or offices you should also let them know in advance

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ASSESSMENT MEETINGFor the second meeting, now you can ask more details about your potential partner company. Remember the measurement scale? now its time to assess their strategic fit-test. If there is any technical question, now its also a time for detail discussion

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Score each potential partner according to your assessment matrix or measurement scale. You should shortlist at least 3 companies for analysis

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ANALYSIS

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SUMMARY OF THE DISTRIBUTOR SEARCH PROCESS

Set Criteria and Measurement Scale and Build Potential Partner Database using Desk Research

Telephone Interview Broad list qualification screening based on partnership qualification criteria. The telephone discussion will be supplemented with the email/fax assess their interest in potential partnership.

In-depth Interview Conduct face-to-face in-depth interview with potential partner to assess their capabilities for best fit with your objectives of the partnership

Assessment Scoring on capability based on assessment matrix

Shortlisted Partners

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NEXT STEPChoose potential partner that’s fit with your growth strategy and make a proposal for partnership and cooperation.

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NEED HELP?

Drop us an email at contact@canvassco.com

if you need any assistant on findingthe most optimal partner in South East Asia