Distributor & OEM Program
A distributor program should align models, brand application, spare parts and territory expectations before volume orders.
What to confirm before comparing machines
Use the same measured operating inputs for every bidder. The goal is to compare configurations that solve the same duty, not product titles that happen to sound similar.
Define the opening range before negotiating a distributor program
These fields expose configuration gaps before a headline amount or delivery promise is treated as comparable.
| Decision field | Why it matters | What the RFQ should state |
|---|---|---|
| Opening range | Keeps sales, parts and training manageable | Named models, capacity bands, target applications and excluded configurations |
| Brand files | Prevents inconsistent public and legal identity | Logo, color, decals, nameplate responsibility, manuals and packaging artwork |
| After-sales system | Determines whether the distributor can support the fleet | Parts catalog, recommended stock, diagnostics, warranty route and response ownership |
| Order control | Keeps repeat orders consistent | Approved configuration code, change control, inspection, packing and document revision |
Documents and checks to close before approval
Keep open fields visible. A product-family page or sample document is not a substitute for the exact model, project and order record.
- Signed opening-range and configuration matrix
- Approved brand and nameplate artwork register
- Parts catalog plus opening stock recommendation
- Warranty responsibility and claim workflow
- Pre-shipment inspection and repeat-order change-control record
Make every bidder answer the same questions
Require a dated response that names the exact model or project, configuration, exclusions, options, documents, packing, inspection scope, Incoterm and validity.
Questions buyers ask before an RFQ
Short answers first, with configuration boundaries made explicit.
How many models should a new distributor launch?
Use the smallest range that covers defined buyer duties and can be supported with training, parts and documents. Add models after demand and service evidence justify the extra complexity.
Can logo and color approval replace technical approval?
No. Brand files are one workstream. Each sold configuration still needs an approved model, specification, options, documents, inspection scope and parts route.
What should repeat-order control include?
Use a stable configuration code and revision record for model, mast, battery, charger, tires, attachments, decals, documents, packing and inspection. Review every requested change before production.
How should warranty responsibility be divided?
Define who receives the claim, diagnoses the issue, supplies evidence, approves parts or labor, pays freight and closes the record. Put the workflow and exclusions in writing before volume sales.
Tell us which equipment you need
Send the product type, intended use, quantity and destination. Our team will review your requirements.