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DISTRIBUTOR EVALUATION CHECKLIST

USP will conduct an evaluation of each authorized USP Reference Standard distributor at least once
every three years. USP will conduct an evaluation of all potential candidates to become USP Authorized
distributors. The evaluation will be conducted by the USP staff person responsible for managing the
territory and/or their supervisor. This form is completed by the USP staff person conducting the
evaluation, and returned to the Senior Director of Sales, with a copy to the Senior Administrative
Associate in Sales and Marketing. Include all relevant supporting documents or photos.
The evaluation may include an independent due diligence review by the legal department and additional
evaluation conducted by the finance department. Anti-corruption training is conducted separately.

Basic Information
Obtain background information on the company. Include size, physical address, primary
business, gross revenue, number of employees and web site address.
o Provided

Not provided

Size: Small
Address: Pyme
Primary business: Distribution of pharmaceutical products
Goss revenue: 575.000.000
Number of employees: 5 people.
Web site address: http://globalquimia.com.co/
List key principal owners.
o Provided

Not provided

The main owners are:


Jose Hernando Rubiano Buitrago
List current supplier agreements and product line offerings. Obtain partnerships and
distribution agreements the company has with others.
o Provided

Not provided

Obtain references from other suppliers the company represents.


o Provided

Not provided

MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

Obtain references from their customers.


o Provided

Not provided

Obtain information on the customers the company currently serves. Include customer groups
and sizes, total number of current customers and prospective customers.
o Provided

Not provided

For new companies being considered have those sign and complete USP credit application.
Provide financial information. Include balance sheet, cash flow statement and profit/loss statement.
o Provided

Not provided

Obtain copies of current registrations, licenses and permits.


o Provided

Not provided

Review conducted
By USP Staff

________________________________________________________________
Print Name
Signature
______________________________
Date:

MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

Customer Service, Accounting and Data Management


Describe the firms customer service/order management capability. Use a separate sheet if
necessary.

Customer service
Globalquimia Ltda. Is a leader in the marketing of pharmaceutical and chemical use contributes to meeting
the scope of a global form the basic needs of the pharmaceutical and chemical industry in general, with
products and services of the most prestigious companies worldwide company.
Our company is characterized by management that makes every person working here and having the
opportunity to be in contact with customers and generate in them some level of satisfaction. The concept of
work that concerns the entire organization, both in the way of serving customers (who buy us and allow us to
be viable) and how to meet internal customers, different areas of our own company.
Globalquimia Ltda. service is identified by the quick response to its customers, import of any primary or
secondary standard, from anywhere in the world, Distribution hard gelatin capsules and soft gelatin capsules,
machinery and equipment for pharmaceutical use, instruments laboratory, dyes, silica gel desiccant, liniers
the pressure.
Order management capability:
Globalquimia has trained and highly qualified personnel, to respond within 48 hours to customer
requiements has a capacity to respond more than 500 quotes per month, making delivery to anywhere in the
country and the world.
Describe how their customer service representatives will provide end users with:

RS availability: Our customer service representatives, provide immediate information on the


availability of our products. By a quotation.

RS prices, lot numbers, valid use dates: Globalquimia has an information system that allows
you to deliver immediate customer pricing information and lot numbers and expiration date
are delivered to the customer with a bill of sale and quotation.

RS handling, shipping and storage conditions: Be has established in our system of


management of quality parameters set for storage and transport, the customer is guaranteed
the storage via the CoA and external audits and finally carriage is performed according to
the recommendations given by the manufacturer and current regulations in Colombia, for
handling pharmaceutical products.

Publication official titles and release timeframes: At the time of the quote, it tells the client
the conditions of release and timing of release of the products.

Publication prices: The publication of prices is performed through quotation.

MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

Other customer inquiries received by the Distributor must be forwarded to the Distributors
contact at USP: If there is any additional consultation standard, the client refers to the
official website of the USP or contact our staff at USP and indicates the query that the client
requires.

USP Account Manager Evaluation:


Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

Describe your customer data base, order management and inventory


control system. Use a separate sheet if necessary.
Customer database:
The charge of managing the database is the commercial assistant, who include new customers to the system
and periodically updates the contact old customers.
Order management:
Order management is carried out in an orderly, consecutively in the order of arrival of the purchase order, the
readiness of the product is made and delivered according to availability.
In the case of standard reference materials and equipment for pharmaceutical use the purchase order is
received, it requests the respective supplier, the necessary permits in the control entities are requested, the
purchase is made and delivered according to the order of arrival of the goods.
Inventory Control:
Performed by Kardex, where the entry and exit of products neatly register, input products authorizes the
manager and the output is made through purchase orders received.
USP Account Manager Evaluation:
Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

Describe your Accounting System. Use a separate sheet if necessary.


Globalquimial ltda accounting, is handled with the accounting software helisa GW, your provider is
PROASISTEMAS and has its own license.
ote: USP invoices must be paid in a timely manner within payment terms outlined in
Distribution agreement

MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

USP Account Manager Evaluation:


Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

Additional Account Manager comments or observations on this section:


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MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

Distribution and Storage


Describe the companys Customs clearance department. How will they assure the proper release
from Customs of USP products? Use a separate sheet if necessary.
_________________________________________________________________________________
_________________________________________________________________________________
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_________________________________________________________________________________
USP Account Manager Evaluation:
Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

Do you handle USP controlled substance reference standards?


o No

Yes. Please verify you have proper authority to handle controlled substances.

USP Account Manager Evaluation:


Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

Is the facility ISO certified?


o No

Yes.

Provide a copy of the audit report.


o Obtained

Not Obtained

Does the facility have any other certifications or inspection certificates?


o No

Yes.

If so indicate what ones and provides copies of certification reports.


o Obtained

Not Obtained

MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

Do you stock USP Reference Standards?


o No

Yes.

If yes answer questions below regarding storage facilities.

Storage Facilities if stocking USP RS


Authorized Distributors must be able to ensure that USP RS are held under the proper storage
conditions. Describe your storage facility, including types of refrigeration and freezers. Provide
photographs of your storage facility. Use a separate sheet if necessary.
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USP Account Manager Evaluation:


Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

Authorized Distributors must be able to properly monitor and track inventory and lots. Describe
how you do this in your storage facility. Use a separate sheet if necessary.
__________________________________________________________________________________
USP Account Manager Evaluation:
Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

Is access to the storage area controlled and is the area secure?


_________________________________________________________________________________
USP Account Manager Evaluation:
Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

Additional Account Manager comments or observations on this section:


_______________________________________________________________________________________
_______________________________________________________________________________________

MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

_______________________________________________________________________________________
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Packaging and Shipping
Describe the companys packaging and shipping capabilities. Use a separate sheet if necessary.
____________________________________________________________________________________
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____________________________________________________________________________________
____________________________________________________________________________________

USP Account Manager Evaluation:


Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

All USP RS must be packaged and shipped in a manner that will prevent damage to the contents,
containers, label and documentation. Please address the following suggestions from USP and indicate
whether the company can comply with these:
Items requiring shipment under special conditions must be maintained at those conditions throughout
the shipping and delivery process. Please describe how they would handle and ship such items from
time of receipt by them to delivery to customer. Use a separate sheet if necessary.
________________________________________________________________________________
_________________________________________________________________________________
USP Account Manager Evaluation:
Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

All local laws regarding the shipment of chemicals must be followed when shipping USP reference
standards. Please indicate if the company warrants that they comply with all such regulations in their
practices.
Complies with all local regulations:
o Yes

No. Please tell why you checked no.

USP Account Manager Evaluation:


Not Applicable

Excellent

MKT Form 1 Version 2

Good

Average

Poor

Unacceptable

Non-existent

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

The Distributor should choose a carrier that will adequately handle the shipment of USP reference standards
to the Distributor's customer. Please describe how you ship to the customer from your facility and what
shipping carrier you use?
______________________________________________________________________________________
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______________________________________________________________________________________
USP Account Manager Evaluation:
Not Applicable

Excellent

Good

Average

Poor

Unacceptable

Non-existent

Additional Account Manager comments or observations on this section:

________________________________________________________________________________
________________________________________________________________________________
________________________________________________________________________________
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Sales and Marketing Requirements
Describe the companys marketing and sales capabilities. Note the following requirements and
comment on the firms capabilities.
The Distributor is responsible for the development and execution of the marketing plan with Semiannual updates that are to be reported to their USP Account Manager or Customer Relationship Manager.
Updates should include a summary of marketing/sales activity for key territory regions. Sales results by
product and customer groups also should be reported quarterly. Periodic conference calls will be
conducted to assess market conditions and further opportunities for collaboration.

Knowledgeable Sales Representatives that will promote USPs products and service to accounts
covering the entire assigned territory.
Technical support for response to customers scientific and technical questions. Technical staff is
required to be trained through the USP Distributor Product Training program and maintain current
knowledge of new products and services. Identify the person in your firm who will handle customer
inquiries and provide a resume or other description of his/her capability to do this work.
Sales tracking systems to record customer contact data and product order status.
Promote USP products and services by direct mail and email to include catalog updates, product
updates and promotions regarding new products and services.
Participation in scientific seminars, conference, exhibits to promote USP products.
Pricing and inventory availability tracking systems for customer inquiry.

Obtain a pharmaceutical industry overview for the geographic regions to be covered.

MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

a. Growth rate, key industry player, domestic versus multi-national organization and
generic versus brand sales.
b. Import and export trends in the pharmaceutical industry should be outlined.
Provide an overview of the current import tax duties and sales tax for the countries covered in their
territory. Use a separate sheet if necessary:
R/. He tariff is 10%, the DHL is not deductible, it handled 16% VAT this di is deductible.
Describe the current regulatory situation and its impact on specific market segments to include multinationals, domestic, government, university and contract manufacturing organizations as it may relate to
sales of USP products. Use a separate sheet if necessary.
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For new distributors, obtain information on their proposed prices for USP Reference Standards and
publications. What is the list price for a USP RS from your firm? What is the total price to the end user,
including all taxes, freight, and other charges? For existing distributors, obtain copies of some customer
invoices for USP products sold. Use a separate sheet if necessary.
R/. The profitability of the standards is 25% after calculating the costs of freight, taxes and financial
expenses. Bill of Sale is attached to the end customer.
USP Account Manager Evaluation of the sales and marketing plan:
Not Applicable
Excellent
Good
Average
Poor
Unacceptable
Additional Account Manager comments or observations on this section:

Non-existent

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5. Training
Distributors are invited to complete sales training when it is offered by USP at the Rockville
Headquarters site. Periodically updated training materials will be provided. It is the responsibility of the
Distributor to stay current on USP products, services, new initiatives and policies and procedures. Is the
company willing to travel to USPs offices at their own expense for training?
x

Yes
No

Training Conducted by USP: _______________________________________


Date

MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

By whom (USP staff): _______________________________________


Print Name
_______________________________________
Signature
Additional Account Manager comments or observations on this section:

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Account Manager Overall Rating of the distributor:
Excellent

Good

Average

Poor

Unacceptable

Please explain your reasons for the overall rating if rated poor or Unacceptable. Use additional pages
if needed:
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MKT Form 1 Version 2

Effective date: 02 May 2013

G: Sales\Forms\2013-05-02 Distributor evaluation checklist for account managers.doc

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