Tractus Identifies Optimal Distribution Partner Candidates from 2,939 Automotive-Related Companies in Thailand

A leading manufacturer and distributor of lubricants and automotive chemical products needed to identify local distribution partners to accelerate sales expansion in the Thai market. Tractus was engaged by the client to evaluate and select companies capable of functioning as sales agents in Thailand.

Approach

Tractus conducted a comprehensive 10-week research project to identify and evaluate potential distribution partners in Thailand. The research proceeded in multiple stages.

• Tractus and the client identified 8 priority industry classifications for evaluation and created a long list of 2,939 companies based on these criteria. The targets included distributors of automotive parts, accessories, and repair facilities.
• Companies on the long list were screened based on 9 Critical Selection Factors (CSFs) established through consultation with the client. This evaluated their suitability as distribution partners, including financial strength and operational capabilities.
• Companies were progressively narrowed down based on criteria such as data availability, business relevance, and revenue scale.
• Primary research was conducted to verify practical capabilities including distribution coverage, interest in partnerships, and sales and marketing capabilities.
• The Kepner-Tregoe (K-T) analysis model was applied to compare the final candidate companies. Evaluation criteria included weighted indicators such as revenue, financial growth rate, distribution network, sales coverage, marketing capabilities, and willingness to partner.

Results

Ultimately, 19 companies met all CSF criteria and were selected as worthy of detailed discussions with the client regarding potential commercial partnerships.

Furthermore, Tractus objectively compared these 19 companies based on the established evaluation criteria and recommended the top 10 companies that best matched the client’s requirements as final candidates.