Title: The selection criteria of global distributors in the fire protection industry

Authors: Islam El-Nakib; Sara Elzarka

Addresses: Department of Logistics and Supply Chain Management, College of International Transport and Logistics, Arab Academy for Science, Technology and Maritime Transport, Alexandria, Egypt ' Department of Logistics and Supply Chain Management, College of International Transport and Logistics, Arab Academy for Science, Technology and Maritime Transport, Alexandria, Egypt

Abstract: In the supply chain of the fire fighting protection industry, the selection of the right overseas distributors is a strategic advantage for the manufacturer. Improper selection of a potential overseas distributor can negatively affect the supply chain performance. Thus, this research tries to point out the current selection criteria used by the fire fighting and fire alarm products manufacturers (FF/FA PMs). In addition, the research attempts to determine how FF/FA PMs evaluate the following four criteria to select the overseas distributors: 1) influence in the market; 2) financial strength; 3) commitment; 4) logistical capabilities. The conclusion of this study is that selecting the right overseas distributor is a main requirement for FF/FA PMs' effective performance. It is recommended that the company who looks to become an overseas distributor for FF/FA PMS should know the manufacturers' requirements from the distributors; also; manufacturers should have predetermined criteria based on which they can select distributors who can represent them in the market.

Keywords: fire protection industry; global distributors; selection criteria; supply chain management; SCM; fire fighting; overseas distributors; distributor selection; fire alarms; market influence; financial strength; commitment; logistics capabilities.

DOI: 10.1504/IJLSM.2015.070211

International Journal of Logistics Systems and Management, 2015 Vol.21 No.4, pp.534 - 550

Received: 15 Jan 2014
Accepted: 08 Jun 2014
Published online: 29 Jun 2015 *

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