1. 2. 3. 4.

How large is the company (sales volume)? What is its sales history for the past five years? (OWNER/DISTRIBUTOR) Is it publicly or privately held? (OWNER/DISTRIBUTOR) How many facilities does it have? (OWNER/DISTRIBUTOR) Where are they located? 5. How long has the company been in business? (OWNER/DISTRIBUTOR) 6. How long has the current management team been in place? (OWNER/DISTRIBUTOR) 7. How much experience do they have in the film distribution industry? (OWNER/DISTRIBUTOR) 8. Who are the key contacts at the company for film distributors? (OWNER/DISTRIBUTOR) 9. How does the company headquarters communicate with distributors? Primarily through the local salesperson, or through direct contact with headquarters? (OWNER) 10. What market share does the company have in each area? (OWNER/DISTRIBUTOR) 11. What percentage of the product line is sold through distributors? (DISTRIBUTOR) 12. Which other distributors does the company sell through in this territory? 13. Does the company sell through field salespeople or independent manufacturers' reps in market? (OWNER/DISTRIBUTOR) 14. Is the company a member of any industry buying/marketing groups? If so, which one(s)? (OWNER/DISTRIBUTOR) 15. How much inventory must a distributor carry to service customer demand? (OWNER/DISTRIBUTOR) 16. What is the profit potential? (OWNER/DISTRIBUTOR) 17. Is demand for the products seasonal in any way? (OWNER/DISTRIBUTOR) 18. Do the products require demonstration? (OWNER/DISTRIBUTOR) 19. Is the company developing any new facilities that will eventually replace or complement the products? (OWNER/DISTRIBUTOR) 20. Are new markets being developed for these products? (OWNER/DISTRIBUTOR) 21. What percentage of total sales does the company spend on research and development? (OWNER/DISTRIBUTOR) 22. Are any products private labeled? (OWNER/DISTRIBUTOR) 23. What advantages does the sales policy give this company over its competition? (OWNER/DISTRIBUTOR) 24. Does the company have an open distribution policy, or is it selective or exclusive in any way? (OWNER/DISTRIBUTOR) 25. What role did distributors play, if any, in developing this sales policy? (OWNER/DISTRIBUTOR) 26. What qualifications must a distributor have to be selected as a distributor for the product line? (OWNER/DISTRIBUTOR) 27. What are the responsibilities of appointed distributors? What are the producers responsibilities toward its distributors? DISTRIBUTOR 28. Do distributors have any territorial restrictions? If so, how does the company arrive at them? DISTRIBUTOR 29. Does the written sales policy clearly define the following areas? (OWNER/DISTRIBUTOR)

30. Activities and functions of OWNER/DISTRIBUTOR (Tick whoever is applicable and (specify details)? Distributors' stocking requirements (specify details) Pricing and discount structure (specify details) Terms, cash discounts and rebates (specify details) Product guarantees and warranties (specify details) Returned goods policy and inventory adjustments (specify details) Sales aids, promotions and advertising support for distributors (specify details) Protection against claims, damages and liability (specify details) Termination of the relationship (specify details) 31. What does the company do to keep its distributors in the market when competitive situations arrive? (OWNER) 32. How does the company keep distributors informed about price changes? (OWNER) 33. What does it pays? Does it depend on quantity? (OWNER/DISTRIBUTOR) 34. What marketing options does the distributor offer to producer or owner? 35. What type of displays does the owner have available? 36. How much do displays cost? Are they free with a certain size order? 37. What's included in the company's co-op advertising program? 38. How does the company tie in new product rollouts with merchandising and promotions? 39. What promotional campaigns does the company have running? 40. If the company has a distributor advisory council, how does the company select who is on that council, and how long is the term for each member? (OWNER) 41. How many distributors are on each council? (OWNER) 42. Does the company compensate distributors for transportation and lodging? 43. What does the company do to promote its products to end users? (OWNER/DISTRIBUTOR) 44. If the company does advertise, in which publications? (OWNER/DISTRIBUTOR) Are copies of these ads available? 45. How many people read these publications? Who are they and what are their job functions? (OWNER/DISTRIBUTOR) 46. How big is the current advertising campaign? What is its theme? (OWNER/DISTRIBUTOR) 47. How can distributors most effectively tie into this campaign? Can they coordinate their own promotion and sales efforts at a local level? (OWNER/DISTRIBUTOR) 48. How does the company handle inquiries from advertising? (OWNER/DISTRIBUTOR) 49. How does the company promote bread-and-butter products that aren't new or part of a major campaign? (OWNER/DISTRIBUTOR) 50. What types of factory-sponsored training schools are offered for distributors? (OWNER/DISTRIBUTOR) 51. How often are distributor catalogs updated? (DISTRIBUTOR) 52. Do the descriptions for each product include all of the necessary information to specify and sell the products? (OWNER/DISTRIBUTOR) 53. Does the company provide space on the cover in a prominent position for a distributor imprint? (OWNER/DISTRIBUTOR)

54. Is the available in any electronic formats, such as on CD-ROM, or a Web site? If not, does the company plan to have it available electronically in the near future? (OWNER/DISTRIBUTOR) 55. What types of promotional material for direct-mail campaigns and other promotional sales efforts does the company provide distributors? (OWNER/DISTRIBUTOR) 56. Does the company offer distributors a packaged promotion program with regular mailings to their customers or prospects? If so, what does it include in terms of pay and conditions? 57. Does it provide distributors with any promotional literature such as company newsletters, or reprints from trade magazines with information on the films? 58. Do the company's sales aids dramatize how users can cut costs and/or increase their productivity? 59. At which national trade shows do the company exhibit? How about regional or local shows? 60. How does the company get the sales leads from trade shows to distributors? How quickly does the company distribute these leads? 61. What is the primary function of the company's Web site? (Basic contact information, online transactions, tracking orders, product information, etc.) 62. If the company does not use any e-business tools, why not? How soon does it plan to do so? (OWNER/DISTRIBUTOR) 63. Does the company have a technically competent point person designated to help distributors with all issues? (DISTRIBUTOR)