Distribution Channels Study
Questionnaire
Section A – Inputs
1.1 Please indicate the name of your company (optional)
1.2 Please specify your region:
Americas (North and South America)
EMEA (Europe, Middle East and Africa)
APAC (Asia and Pacific)
1.3 Please specify your country code (please check the international country code list attached). Example: Australia:
AU
International Country Code:
1.4 Please indicate your type of activity (you can select multiple cases):
End user
Rental company
Other
Specify:
1.5 Please indicate the following information about your company:
Less than 10
10-100
More than 100
Less than 1 million
1-20 million
More than 20 million
Less than 10 million
10-100 million
More than 100 million
Less than 10
10-20
More than 20
Number of employees
Amount of capital stock
€
$
Annual sales
€
$
Number of years in business
1.6 Please identify:
a) The type of product brand you use (multiple products are possible).
b) For each brand you may use, what kind of Manitowoc’s distribution channels are utilized to serve your
company. If, for a given brand you are served by more than one type of distribution channel, please select
(mark with an “x”) more than one box.
Brands
Manitowoc
Potain
Grove
(crawler
cranes)
(self erecting
and top slewing
cranes)
(all terrain and
rough terrain
cranes,
industrial
cranes)
National
Crane
(truck and
truck mounted
cranes)
Shuttlelift
CraneCare
(industrial
cranes)
(service,
technical
support,
training, parts)
Manitowoc Direct Sales
Force
Dealer
Sales Representative
1/6
Section B – Costumer Satisfaction
2. For each of your Manitowoc’s distribution channel type which serves your company, please evaluate its
performance and way of “doing business”. If you are served by a single distribution channel type, just simply fill out
the corresponding table.
2.1 Distribution channel type: Manitowoc Direct Force Sales:
2.1.1
2.1.2
2.1.3
2.1.4
2.1.5
2.1.6
2.1.7
2.1.8
2.1.9
2.1.10
2.1.11
2.1.12
2.1.13
2.1.14
2.1.15
2.1.16
2.1.17
2.1.18
2.1.19
Statement
I am satisfied with the responses I get to the commercial
queries/tenders I ask for
I am satisfied with the way that my commercial orders are
dealt
I am satisfied with the way my Manitowoc’s distribution partner is
organized
I consider the lead time (between my order confirmation and
equipment’s reception) to be reasonable
I am satisfied with the pricing policy applied to my
company
I am satisfied with the discount policy applied to my
company
My Manitowoc’s distribution partner has a good experience in the
crane business
My Manitowoc’s distribution partner has a good technical
knowledge about the crane product and service
My Manitowoc’s distribution partner provides all the technical
support I need (training, technical-commercial, etc)
I am satisfied with the service quality level provided to my
company
My Manitowoc’s distribution partner offers me all the crane
products and service solutions I require to do my business
My Manitowoc distribution partner’s “way of doing business” is
adapted to the local/national legislation
It is important that my Manitowoc distribution partner’s “way of
doing business” is adapted to the local/national legislation
My Manitowoc distribution partner’s “mentality” is adapted to the
local/national mentality
It is important that my Manitowoc distribution partner’s
“mentality” is adapted to the local/national mentality
My Manitowoc’s distribution partner can easily adapt to
environmental/economical shifts
I share with my Manitowoc’s distribution partner a good
relationship level/friendliness
I have a low level of conflict with my Manitowoc’s distribution
partner
I feel committed towards my Manitowoc’s distribution
partner
Strongly disagree
Strongly agree
Strongly disagree
Strongly agree
2.2 Distribution channel type: Dealer:
2.2.1
2.2.2
2.2.3
2.2.4
2.2.5
2.2.6
Statement
I am satisfied with the responses I get to the commercial
queries/tenders I ask for
I am satisfied with the way that my commercial orders are
dealt
I am satisfied with the way my Manitowoc’s distribution partner is
organized
I consider the lead time (between my order confirmation and
equipment’s reception) to be reasonable
I am satisfied with the pricing policy applied to my
company
I am satisfied with the discount policy applied to my
company
2/6
2.2.7
2.2.8
2.2.9
2.2.10
2.2.11
2.2.12
2.2.13
2.2.14
2.2.15
2.2.16
2.2.17
2.2.18
2.2.19
My Manitowoc’s distribution partner has a good experience in the
crane business
My Manitowoc’s distribution partner has a good technical knowledge
about the crane product and service
My Manitowoc’s distribution partner provides all the technical
support I need (training, technical-commercial, etc)
I am satisfied with the service quality level provided to my
company
My Manitowoc’s distribution partner offers me all the crane products
and service solutions I require to do my business
My Manitowoc distribution partner’s “way of doing business” is
adapted to the local/national legislation
It is important that my Manitowoc distribution partner’s “way of
doing business” is adapted to the local/national legislation
My Manitowoc distribution partner’s “mentality” is adapted to the
local/national mentality
It is important that my Manitowoc distribution partner’s “mentality”
is adapted to the local/national mentality
My Manitowoc’s distribution partner can easily adapt to
environmental/economical shifts
I share with my Manitowoc’s distribution partner a good relationship
level/friendliness
I have a low level of conflict with my Manitowoc’s distribution
partner
I feel committed towards my Manitowoc’s distribution
partner
2.3 Distribution channel type: Sales Representative:
2.3.1
2.3.2
2.3.3
2.3.4
2.3.5
2.3.6
2.3.7
2.3.8
2.3.9
2.3.10
2.3.11
2.3.12
2.3.13
2.3.14
2.3.15
2.3.16
2.3.17
2.3.18
Statement
I am satisfied with the responses I get to the commercial
queries/tenders I ask for
I am satisfied with the way that my commercial orders are
dealt
I am satisfied with the way my Manitowoc’s distribution partner is
organized
I consider the lead time (between my order confirmation and
equipment’s reception) to be reasonable
I am satisfied with the pricing policy applied to my
company
I am satisfied with the discount policy applied to my
company
My Manitowoc’s distribution partner has a good experience in the
crane business
My Manitowoc’s distribution partner has a good technical knowledge
about the crane product and service
My Manitowoc’s distribution partner provides all the technical
support I need (training, technical-commercial, etc)
I am satisfied with the service quality level provided to my
company
My Manitowoc’s distribution partner offers me all the crane products
and service solutions I require to do my business
My Manitowoc distribution partner’s “way of doing business” is
adapted to the local/national legislation
It is important that my Manitowoc distribution partner’s “way of
doing business” is adapted to the local/national legislation
My Manitowoc distribution partner’s “mentality” is adapted to the
local/national mentality
It is important that my Manitowoc distribution partner’s “mentality”
is adapted to the local/national mentality
My Manitowoc’s distribution partner can easily adapt to
environmental/economical shifts
I share with my Manitowoc’s distribution partner a good relationship
level/friendliness
I have a low level of conflict with my Manitowoc’s distribution
partner
Strongly disagree
Strongly agree
3/6
2.3.19
I feel committed towards my Manitowoc’s distribution
partner
2.4 Please evaluate, from a global point of view, the Manitowoc’s distribution channels configuration that serve your
company:
2.4.1
2.4.2
2.4.3
2.4.4
Statement
I trust on my Manitowoc’s distribution
channels
I am globally satisfied with my Manitowoc’s distribution
channels
I would be willing to change my Manitowoc’s distribution
channels
I would be willing to promote Manitowoc’s crane products and
service to a third party
Strongly disagree
Strongly agree
Strongly disagree
Strongly agree
Strongly disagree
Strongly agree
Section C – Brand Perception
3. Please indicate how you perceive the different brands
3.1 Manitowoc branded products
Statement
Emotional Value
3.1.1
Provides to me what I expect from it
3.1.2
I feel reassured because it will provide what I need
3.1.3
Give me satisfaction to use it
3.1.4
Make me want to use it
3.1.5
Easy to use
Perceived quality
3.1.6
Be reliable
3.1.7
Be durable
3.1.8
Be high quality
Brand awareness
3.1.9
I can recognize this brand among competing brands
3.1.10 I am aware of this brand
3.1.11
I can quickly recall the symbol or logo of this brand
Brand image
3.1.12
Have good reputation
3.1.13
Be prestigious brand
Brand loyalty
3.1.14 I am loyal to this brand
3.1.15
This brand is my first choice among competing brands
Purchase intention
3.1.16 I intend to buy this brand frequently
3.1.17
I plan to buy this brand more often
3.2 Potain branded products
Statement
Emotional Value
3.2.1
Provides to me what I expect from it
3.2.2
I feel reassured because it will provide what I need
3.2.3
Give me satisfaction to use it
3.2.4
Make me want to use it
3.2.5
Easy to use
Perceived quality
3.2.6
Be reliable
3.2.7
Be durable
3.2.8
Be high quality
Brand awareness
3.2.9
I can recognize this brand among competing brands
3.2.10 I am aware of this brand
3.2.11
I can quickly recall the symbol or logo of this brand
4/6
Brand image
3.2.12 Have good reputation
3.2.13 Be prestigious brand
Brand loyalty
3.2.14 I am loyal to this brand
3.2.15 This brand is my first choice among competing brands
Purchase intention
3.2.16 I intend to buy this brand frequently
3.2.17 I plan to buy this brand more often
3.3 Grove branded products
Statement
Emotional Value
3.3.1
Provides to me what I expect from it
3.3.2
I feel reassured because it will provide what I need
3.3.3
Give me satisfaction to use it
3.3.4
Make me want to use it
3.3.5
Easy to use
Perceived quality
3.3.6
Be reliable
3.3.7
Be durable
3.3.8
Be high quality
Brand awareness
3.3.9
I can recognize this brand among competing brands
3.3.10 I am aware of this brand
3.3.11
I can quickly recall the symbol or logo of this brand
Brand image
3.3.12 Have good reputation
3.3.13 Be prestigious brand
Brand loyalty
3.3.14 I am loyal to this brand
3.3.15 This brand is my first choice among competing brands
Purchase intention
3.3.16 I intend to buy this brand frequently
3.3.17 I plan to buy this brand more often
Strongly disagree
Strongly agree
Strongly disagree
Strongly agree
3.4 National Crane branded products
Statement
Emotional Value
3.4.1
Provides to me what I expect from it
3.4.2
I feel reassured because it will provide what I need
3.4.3
Give me satisfaction to use it
3.4.4
Make me want to use it
3.4.5
Easy to use
Perceived quality
3.4.6
Be reliable
3.4.7
Be durable
3.4.8
Be high quality
Brand awareness
3.4.9
I can recognize this brand among competing brands
3.4.10 I am aware of this brand
3.4.11 I can quickly recall the symbol or logo of this brand
Brand image
3.4.12 Have good reputation
3.4.13 Be prestigious brand
Brand loyalty
3.4.14 I am loyal to this brand
3.4.15 This brand is my first choice among competing brands
Purchase intention
3.4.16 I intend to buy this brand frequently
3.4.17 I plan to buy this brand more often
5/6
3.5 Shuttlelift branded products
Statement
Emotional Value
3.5.1
Provides to me what I expect from it
3.5.2
I feel reassured because it will provide what I need
3.5.3
Give me satisfaction to use it
3.5.4
Make me want to use it
3.5.5
Easy to use
Perceived quality
3.5.6
Be reliable
3.5.7
Be durable
3.5.8
Be high quality
Brand awareness
3.5.9
I can recognize this brand among competing brands
3.5.10 I am aware of this brand
3.5.11
I can quickly recall the symbol or logo of this brand
Brand image
3.5.12 Have good reputation
3.5.13 Be prestigious brand
Brand loyalty
3.5.14 I am loyal to this brand
3.5.15 This brand is my first choice among competing brands
Purchase intention
3.5.16 I intend to buy this brand frequently
3.5.17 I plan to buy this brand more often
Strongly disagree
Strongly agree
Strongly disagree
Strongly agree
3.6 CraneCare branded products and services
Statement
Emotional Value
3.6.1
Provides to me what I expect from it
3.6.2
I feel reassured because it will provide what I need
3.6.3
Give me satisfaction to use it
3.6.4
Make me want to use it
3.6.5
Easy to use
Perceived quality
3.6.6
Be reliable
3.6.7
Be durable
3.6.8
Be high quality
Brand awareness
3.6.9
I can recognize this brand among competing brands
3.6.10 I am aware of this brand
3.6.11 I can quickly recall the symbol or logo of this brand
Brand image
3.6.12 Have good reputation
3.6.13 Be prestigious brand
Brand loyalty
3.6.14 I am loyal to this brand
3.6.15 This brand is my first choice among competing brands
Purchase intention
3.6.16 I intend to buy this brand frequently
3.6.17 I plan to buy this brand more often
6/6