Appendix I : Questionnaire Company X headquarters SWOT-analyse
(To get an insight into the Company X in general)
1. What do you see as being strengths of Company X in general? Why?
2. What do you see as being weaknesses of Company X in general? Why?
3. What do you see as opportunities in the future for Company X in general? Why?
4. What do you see as possible threats for Company X in general? Why?
5. How do you/ does Company X handle these differences? Why?
6. Who are Company X’s most important competitors? Specific for XYZ and ABC? Why?
7. In which way or which degree are you involved in the Company X Program?
8. What are the most notable differences between Company X and competitors?
9. What are important factors for Company X in cooperation with partners? Why? And do you know what important factors are according to your partners?
Company X - University of Groningen 2 Appendix II: General questionnaire Company X U.K.
(To get an insight into Company X U.K.)
General (Company X U.K.)
1. With how many partners do you do business?
2. How do you rate the following factors? From your Company perspective
Bad Insufficient Average Good Excellent Product range (quality, offer,
consistency)
Pricing of products/assortment (also in comparison with competitors) Logistics
Marketing support Customer service
Usage of internet (media guide, ordering)
Do you have other remarks?
3. Is there synergy between XYZ and ABC? In what way is there synergy? Has the synergy improved since 2006?
4. Do you think synergy is needed? For you (Company X) or for the partners? Why/why not?
5. Do you believe Company X can be successful in the NSP LV market? To deliver success in this market what would we need to do differently? How does the indirect channel fit in?
Does Company X have the correct partners today to address this market?
6. What do you think about the order system of Company X products? Why? What part of it?
7. What are strengths and weaknesses for your Company?
Why cooperation with Company X? :
1. What is the main focus of the business with your partners? (industry, market, product set) 2. What do you think is the reason why partners choose Company X to cooperate with?
3. What are the benefits for Company X through cooperation with partners?
4. What information do your partners share with Company X? Is that useful information for you? In which ways?
5. Are there differences in (organisation) culture between your organisation and the partners?
To what extent you think these differences influence the cooperation between you?
6. Do you measure if you meet partner expectations? How?
7. Which steps did you take to improve the negative experiences of the partners?
8. In which phase are you with your partners concerning the Company X Program? (rollout, marcom, business programs, channel audits)
Competitors
1. Who are your most important competitors? Why?
2. What kind of advantages do competitors offer to their partners which you don’t offer?
3. What are strengths and weaknesses of your competitors?
4. In which area could you distinguish yourself better from your competitors in the future?
Other remarks on this questionnaire?
Company X - University of Groningen 4 Appendix III: Detailed questionnaire Company X U.K.
(To get an insight into how the relationship can be strengthened: Company X U.K. perception of cooperation)
Cooperation with Company X in general
1. What is the main reason partners choose Company X to partner with? Why?
2. Do you think Company X offers partners what they need to be successful? Do you think Company X's partners would agree? What could be improved in the future? Why?
Influential factors op cooperation
1. The following factors influence the cooperation with you and your partners: product portfolio, price, quality, knowledge, logistics and relation. Which of the factors is most important for Company X in the cooperation, which factors are less important? Why?
2. How do your partners rank these factors? Why?
3. (If there are differences:) Do you anticipate on the differences? How?
Company X Program
1. What do you see as being the benefits of using the Company X Program? And your partners?
2. Are you satisfied about the Company X Program at the moment? What could be improved?
And what do you think your partners would say?
3. What is a must have (crucial) in such a program and what is nice to have but not most important? (see list with different factors, ask to tick as crucial/nice/should)
4. Do you need a greater level of support from Company X HQ? What type of support do you need?
5. What are opportunities in the program?
6. What are your thoughts about the future of the Company X Program? And the indirect channel (compared with the direct channel). Why?
Do you have other remarks or additional announcements?
Appendix IV: Questionnaire partners
(To get an insight into how the relationship can be strengthened: partners’ perception of cooperation)
The Company X
1. What are advantages for you to cooperate with Company X? What are the benefits of being a Company X partner?
2. What do you think about the way of communication with Company X? (for example:
frequency, comply with appointments)
3. How do you rate these factors? Please tick the boxes:
Bad Insufficient Average Good Excellent Product range Assortment (quality,
offer, completeness)
Pricing of products/assortment
And pricing in comparison with competitors?
Logistics Ordering system Marketing support Customer service Usage of internet
Do you have other remarks?
4. Do you think Company X is one organisation, or an organisation which is split into separate parts? Have you ever heard about the departments ABC and XYZ? Is it important for you to communicate with one voice in Company X or isn’t that relevant for you?
5. Does Company X offer training to you? Enough? Satisfied? Why/why not?
6. Would your company benefit from closer joint branding with Company X? How could they implement this?
7. What do you think about the recurrent revenues of placements? (inks and supplies) 8. What is it you need from Company X to help drive more Company X placements and
supplies in 2008 and beyond?
Company X - University of Groningen 6 Influential factors on cooperation
1. Rank these 6 factors, which of these factors are most important for you in the cooperation with Company X, and which factors are less important for you? Why? (the factors are: price, quality, relation, knowledge and logistics, product range)
2. How does Company X rank this 6 factors do you think?
Company X Program
1. How do you rate the Company X Program? Are you satisfied about the Company X Program? What could be better in the program?
2. What is important for you in such a program? What is a must have (crucial) and what is nice to have but not most important? And does Company X offer those benefits or doesn’t Company X offer the benefits? (See list with benefits in partner programs at the last page of this document, please tick your answers in the list).
3. Is the cooperation between you and Company X improved after introducing the Company X Program?
4. Are you interested in the Company X Program branding/merchandising items now available?
Competitors
1. In how many partnerships are you involved? Can you give me advantages and disadvantages of the partnerships you are involved with other organisations?
2. What are the strongest offers in the other partner programs?
3. Which of the different programs you are involved in do you prefer? Why?
