中国市场潜在合作伙伴调查.doc

General:总体 Corporate history (year founded, evolution of business)公司历史、业务发展 Description of ownership structure with percentage of ownership股权结构 Description of organization structure with functional organization charts组织架构 Description of contracts or understandings regarding the sharing of assets, liabilities, services, employee benefits, insurance, data processing, third-party consulting, professional services, or intellectual property资产处置相关的服务、员工福利、it、第三方咨询、专业服务、无形资产、知识产权，合同备忘录 Discussion of pending or threatened litigation 有无法律诉讼及纠纷Financial Information:财务 Income statements, balance sheets, cash fls for the past three years. Interim reports with prior year comparable最近三年的损益、现金表、最新年度的环比o Basis of presentation (IFRS, GAAP, etc)财务报表的准则 Breakdown of sales and gross profits by:分类表的销售及毛利 Product type产品 Channel渠道 Geography区域 Quarterly financial projections for the next three fiscal years with revenue by product, channel, and geography未来三年的分季度的财务预测 Summary of economic assumptions underlying projections预测的经济假设Products (by product and geography):产品（产品和区域） Historical and projected growth rates历史数据及未来增长预测 Market size市场规模 Market share市场份额 Major customers主要客户 Cost structure and profitability measures成本结构及利润构成 Assessment of brand strength品牌力评估 History of brands品牌历史 Description of patents, copyrights, licenses, and trademarks描述一下专利、商标、特许经营权 New product pipeline, status and timing新产品线、状态及上市进度 Description of distribution agreements, sales rep agreements, marketing agreements, and supply agreements主要分销协议、销售合同、市场和供应Competition:竞争 Description of competitive landscape within each product/segment/geography主要竞争状况（产品、细分市场、区域） Market positions市场地位 Basis of competition by the Company and competitors (price, service, distribution, quality, etc)主要竞争对手一对一的对比价格、服务、分销、产品质量等Strategy:战略 Discussion of business focus and strategy业务定位和战略 Discussion of marketing opportunities/risks市场机会和风险 Description of marketing programs and examples of recent and projected marketing efforts最近的市场举措及未来的战略方向Production/distribution产能及生产布局 List of owned and leased production assets and locations (site size, building size, primary uses, secondary uses)自有及租赁生产资产及布局的列表（包括占地、建筑规模、主产产品、其他产品） Discussion of production capacity and utilization by product and location分产品和工厂的产能及产能利用情况 List of co-manufactured or licensed products with description of agreement共同生产或特许经营的产品列表 Details on owned and third-party distribution centers (warehousing capabilities, delivery capabilities, geographic coverage)自有或第三方物流的详细情况（仓储、运输、地域覆盖情况）Sales & Distribution销售和分销 Business structure 销售模式- Additional business/ distribution partnerships? Performance销售公司、代理商 Target categories for distribution partnerships分销品类- Rationale比例- What is the long term vision?长期前景如何- What is the role of Partners?伙伴的角色 Existing Infrastructure目前的基础建设- Warehousing - 仓储- Delivery - 物流- Route to market models Distributor plus ? 物流模式 Distributor Network分销网络- Distributor Warehousing capabilities代理商的仓储能力 - Distributor delivey capabilities物流能力 - Order to Cash Payment terms to distributors支付方式、付款条件 - Distributor terms to customers代理商的下级客户的主要条款 - Geographic coverage 地域覆盖 - # of distributors分销商数量 - Retail coverage零售覆盖范围 - Cost of Sales销售成本 - Margin structures 毛利结构 Description of channels 渠道描述 Modern Trade channel现代渠道- % of total sales销售占比- Growth增长- Terms 条款 - Interaction with Distributor channel合作方式- Category Breadth multiple categories?品类情况 Wholesale/Traditional Trade Channel批发及传统渠道- % of total sales销售占比- Growth增长- Terms 条款 - Intera