New Exclusivity

| 5 minutes
  1. Customer sends us an inquiry on granting them exclusivity terms.

    2. To start with, we need to understand the origin of this request:

    1. Product Exclusivity for the products the customer has been ordering:

      2. This can be requested by customers to ensure that the AC products they are importing are not going to be imported by other distributors in this market and will not create price competition. This means we can still have other distributors working with the same product range, but with different products. (Example: pharmaceuticals in Mongolia, divided in between different distributors and each works with the given products)

    2. Product Range Exclusivity for the whole range of the products the customer is currently working with:

      3. For example, the customer orders a few pharmaceutical products but wants exclusivity for the entire range of pharmaceutical products. This way nobody else can bring in pharmaceutical products to the customer’s market. (Example: pharmaceuticals in Guinea are blocked by AFR, medical devices in Trinidad are blocked for other prospects by FMC.)

    3. A new product range is requested to be granted as exclusive:

      4. For example MRA being an established Veterinary products distributor requesting exclusivity for the full range of pharmaceutical products

  2. Check if there are no exclusivity rights granted already for the inquired.
    • For this, access Registration module on Odoo and choose “Exclusivity Agreement”

    • Choose the filter from the dropdown:

    • Check by the country and state “In effect”
    • Same steps can be done for the exclusivity filtered by vendor/country

      • If no exclusivity detected for the inquired product/range/distribution market/vendor, proceed to the next step.

  3. How to handle the exclusivity for the existing distributor:

    4. Customer case

    Pre-analysis

    Course of action

    Product Exclusivity:

    Exclusivity requested for the products that have been ordered 

    - Check the order history to see the orders’ value. See if depending on the market characteristics this is sufficient. We do not want to “block” a product for unstable and low volumes in distribution. 

    - Request pre-approval from the Manager.

    - Finalize the proposal on the yearly commitment in quantity per order/annually. 

    - Request for final approval from the Manager.

    Product Range Exclusivity:

    Exclusivity requested for the entire range of the products (the customer only orders some of them, but is requesting the full range to be exclusive) 

    - Provide a quotation for other products in this range that the customer is interested in and get volume projections.

    - Prepare quotation for the new products:

    Verification Processes - Prices

    - Receive confirmation on the provided prices and quantities.

    - Finalize the proposal on the quantity yearly commitment per order/annually. 

    - Blocking the entire range of the products in the country needs to be carefully determined. 

    - Analyze if the AC proposal matches with the customer's projections. 

    - Request for final approval from the Manager.

    A new product range is requested to be granted as exclusive

    - Provide a quotation for the other products in this range that the customer is interested in and get volume projections.

    - Prepare quotation for the new products:

    Verification Processes - Prices

    - Receive confirmation on the provided prices and quantities.

    - Finalize the proposal on the quantity yearly commitment per order/annually. 

    - Blocking the entire new range of the products for the distributor where we have not yet seen real data on orders of these products must be assessed by:

    • History of orders

    • Customer’s projection

    • Distribution channels the customer has and the market approach for the new range

    • Market characteristics 

    • Other optional potential exclusive distributors 

    - Request for final approval from the Manager.
  4. In case, for any reason the above is handled by AM, and not by BD, send a task under the Customer contact card to Sales Manager, assigned BD Specialist (if applicable), Sales Director and Director to approve the Exclusivity rights being granted with the link to the folder where the information is saved from the EL.
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