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1. Number and quality of market reports offered by the reseller

Market reports resellers compete with each other, among others, by providing in their marketing messages the number of reports that they have in their offer. But that is very tricky – not always a very high number is a good sign. When millions of reports are mentioned, there is a risk that many of these studies are simply old and contain outdated market information. This means that finding the right product in such a huge database can take significantly more time. And while searching by a topic and not a date, a client can easily get lost, confused and buy an out of date report.

See how to distinguish high-quality market reports from substandard ones 

2. List of publishers represented by the reseller

The second element of resellers’ offer, which is often praised in marketing communication, is the number of publishers cooperating with the reselling company. Of course, the higher the better because it gives a greater opportunity to choose solution optimal to individual needs. But when seeing a large number of publishers, two questions should arise. Are all these companies active (i.e. do they still publish current market reports)? Are they experts in their industry (they do not have to be market leaders, but do they provide reliable data and analyses)?

3. Information about reports provided by the reseller

Before making a decision to buy a market report, customers need information about its content, quality and validity. Most resellers in communication with clients use the materials received from publishers. This is a common practice that does not disadvantage the reseller. But it is much worse when the reseller cannot answer questions that go beyond these standard materials. Meanwhile, a trustworthy market intelligence provider will not only deliver all the necessary information but can also offer further support. For example, they may be able to present the report via desktop sharing software or give the customer free samples taken from the report.

4. Reseller’s approach to customer service

When deciding to buy from a particular reseller, it is worth checking out his working style towards its clients. Does the company simply sell products and focus mainly on finalising the transaction? Or does it work like a partner who really cares about providing the customer with the best possible solution? To verify this, clients should ask the reseller for additional support, such as free samples of the report or help in negotiations with the publisher. The service and the professionalism of the reseller are also demonstrated by the pre-sales and post-sales services offered. This may include selection of a report, explanations regarding the methodology or dealing with the publisher in case of questions or problems.

5. reseller’s support in non-standard situations

Not every client is able to assess whether a given report will meet their expectations on the basis of the information presented on the website. Not everyone has the time to look for different options and check the quality of reports.

It is easiest to recognise a good reseller in these more challenging situations. A great one is not passive but proactively helps the client. Uses his experience in the field of market analysis and research in order to do all the laborious work for the client. Checks what exact studies are available on the market. Verifies the correctness and credibility of the data presented in each report. Assesses whether a selected report will provide answers to all questions important for the client. And when it turns out that there are no ready-made market reports, great resellers proposes and conducts unconventional projects, for example a dedicated market research or a business consulting project.

However, all of these tasks require from the reseller not only sales competencies, but above all business knowledge and skills in the area of data collection, business analysis and market research.

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