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 Number of employees
More than 100 Less than 1 million 1-20 million Amount of capital stock
€
$ More than 20 million
Less than 10 million 10-100 million Annual sales
€
$ More than 100 million
Less than 10 10-20 Number of years in business
More than 20
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
(crawler cranes)
Potain (self erecting and top slewing
cranes)
Grove (all terrain and
rough terrain cranes, industrial cranes) National Crane (truck and truck mounted cranes) Shuttlelift (industrial cranes) CraneCare (service, technical support, training, parts) Manitowoc Direct Sales
Force Dealer
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:
Statement Strongly disagree Strongly agree
2.1.1 I am satisfied with the responses I get to the commercial
queries/tenders I ask for
2.1.2 I am satisfied with the way that my commercial orders are dealt
2.1.3 I am satisfied with the way my Manitowoc’s distribution partner is
organized
2.1.4 I consider the lead time (between my order confirmation and equipment’s reception) to be reasonable 2.1.5 I am satisfied with the pricing policy applied to my
company
2.1.6 I am satisfied with the discount policy applied to my company
2.1.7 My Manitowoc’s distribution partner has a good experience in the crane business
2.1.8 My Manitowoc’s distribution partner has a good technical
knowledge about the crane product and service
2.1.9 My Manitowoc’s distribution partner provides all the technical support I need (training, technical-commercial, etc) 2.1.10 I am satisfied with the service quality level provided to my
company
2.1.11 My Manitowoc’s distribution partner offers me all the crane
products and service solutions I require to do my business
2.1.12 My Manitowoc distribution partner’s “way of doing business” is
adapted to the local/national legislation
2.1.13 It is important that my Manitowoc distribution partner’s “way of
doing business” is adapted to the local/national legislation 2.1.14 My Manitowoc distribution partner’s “mentality” is adapted to the local/national mentality
2.1.15 It is important that my Manitowoc distribution partner’s
“mentality” is adapted to the local/national mentality 2.1.16 My Manitowoc’s distribution partner can easily adapt to environmental/economical shifts
2.1.17 I share with my Manitowoc’s distribution partner a good
relationship level/friendliness
2.1.18 I have a low level of conflict with my Manitowoc’s distribution partner
2.1.19 I feel committed towards my Manitowoc’s distribution partner
2.2 Distribution channel type: Dealer:
Statement Strongly disagree Strongly agree
2.2.1 I am satisfied with the responses I get to the commercial queries/tenders I ask for
2.2.2 I am satisfied with the way that my commercial orders are dealt 2.2.3 I am satisfied with the way my Manitowoc’s distribution partner is
organized
2.2.4 I consider the lead time (between my order confirmation and equipment’s reception) to be reasonable 2.2.5 I am satisfied with the pricing policy applied to my
company
2.2.6 I am satisfied with the discount policy applied to my company
2.2.7 My Manitowoc’s distribution partner has a good experience in the crane business
2.2.8 My Manitowoc’s distribution partner has a good technical knowledge about the crane product and service 2.2.9 My Manitowoc’s distribution partner provides all the technical
support I need (training, technical-commercial, etc)
2.2.10 I am satisfied with the service quality level provided to my company 2.2.11 My Manitowoc’s distribution partner offers me all the crane products
and service solutions I require to do my business
2.2.12 My Manitowoc distribution partner’s “way of doing business” is adapted to the local/national legislation
2.2.13 It is important that my Manitowoc distribution partner’s “way of doing business” is adapted to the local/national legislation 2.2.14 My Manitowoc distribution partner’s “mentality” is adapted to the
local/national mentality
2.2.15 It is important that my Manitowoc distribution partner’s “mentality” is adapted to the local/national mentality 2.2.16 My Manitowoc’s distribution partner can easily adapt to
environmental/economical shifts
2.2.17 I share with my Manitowoc’s distribution partner a good relationship level/friendliness 2.2.18 I have a low level of conflict with my Manitowoc’s distribution
partner
2.2.19 I feel committed towards my Manitowoc’s distribution partner
2.3 Distribution channel type: Sales Representative:
Statement Strongly disagree Strongly agree
2.3.1 I am satisfied with the responses I get to the commercial queries/tenders I ask for
2.3.2 I am satisfied with the way that my commercial orders are dealt
2.3.3 I am satisfied with the way my Manitowoc’s distribution partner is organized
2.3.4 I consider the lead time (between my order confirmation and
equipment’s reception) to be reasonable
2.3.5 I am satisfied with the pricing policy applied to my company 2.3.6 I am satisfied with the discount policy applied to my
company
2.3.7 My Manitowoc’s distribution partner has a good experience in the
crane business
2.3.8 My Manitowoc’s distribution partner has a good technical knowledge about the crane product and service 2.3.9 My Manitowoc’s distribution partner provides all the technical
support I need (training, technical-commercial, etc)
2.3.10 I am satisfied with the service quality level provided to my company 2.3.11 My Manitowoc’s distribution partner offers me all the crane products
and service solutions I require to do my business
2.3.12 My Manitowoc distribution partner’s “way of doing business” is adapted to the local/national legislation 2.3.13 It is important that my Manitowoc distribution partner’s “way of
doing business” is adapted to the local/national legislation 2.3.14 My Manitowoc distribution partner’s “mentality” is adapted to the
local/national mentality
2.3.15 It is important that my Manitowoc distribution partner’s “mentality” is adapted to the local/national mentality 2.3.16 My Manitowoc’s distribution partner can easily adapt to
environmental/economical shifts
2.3.17 I share with my Manitowoc’s distribution partner a good relationship level/friendliness 2.3.18 I have a low level of conflict with my Manitowoc’s distribution
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:
Statement Strongly disagree Strongly agree
2.4.1 I trust on my Manitowoc’s distribution channels 2.4.2 I am globally satisfied with my Manitowoc’s distribution
channels
2.4.3 I would be willing to change my Manitowoc’s distribution channels
2.4.4 I would be willing to promote Manitowoc’s crane products and
service to a third party
Section C – Brand Perception
3. Please indicate how you perceive the different brands
3.1 Manitowoc branded products
Statement Strongly disagree Strongly agree
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 Strongly disagree Strongly agree
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
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 Strongly disagree Strongly agree
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
3.4 National Crane branded products
Statement Strongly disagree Strongly agree
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
3.5 Shuttlelift branded products
Statement Strongly disagree Strongly agree
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
3.6 CraneCare branded products and services
Statement Strongly disagree Strongly agree
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
