| Target Customer Segment | Define whether the buyers are beauty salons, dermatology clinics, spas, training schools, retailers, or home-use consumers. | Professional users generally require stronger documentation, training, and after-sales support than home users. | Which customer groups does the distributor currently serve? Can it provide sales and service coverage for professional users? | Critical |
| Product Type | Choose between handheld analyzers, tabletop systems, or integrated consultation systems according to the sales environment. | Portability, image consistency, operating workflow, and installation needs differ by product format. | Which form factors are available? What are the dimensions, weight, power requirements, and installation conditions? | Critical |
| Measurement Functions | Confirm the required functions, such as skin moisture, oil level, pore appearance, pigmentation visibility, texture, and wrinkle assessment. | Different customer segments need different measurement combinations; more functions may also increase training and support requirements. | Which functions are directly measured, and which are image-based assessments or software interpretations? | Critical |
| Intended Market | Identify the destination countries or regions before selecting the distribution partner. | Import rules, electrical requirements, language needs, privacy obligations, and product claims vary by market. | Which markets has the distributor served? Can it support local labeling, documentation, customs, and regulatory requirements? | Critical |
| Compliance Documentation | Require applicable declarations, test reports, user manuals, labeling files, and traceable product information. | Complete documentation reduces customs delays and helps distributors make compliant product claims. | Which documents are available for the target market, and who is responsible for keeping them current? | Critical |
| Software and Language | Specify supported operating systems, account structure, report languages, data export, and software update procedures. | Software usability directly affects demonstrations, staff adoption, and customer consultation efficiency. | Is the software compatible with the intended devices? Can reports, menus, and training materials be localized? | High |
| Data Privacy and Security | Establish how facial images, skin reports, customer profiles, and account credentials are collected, stored, transferred, and deleted. | Skin analysis may involve personal images and identifiable customer information, creating privacy and security responsibilities. | Where is customer data stored? Is consent supported? Are access controls, backups, deletion procedures, and encryption available? | Critical |
| Training and Onboarding | Require product training, operating instructions, image-capture guidance, interpretation guidance, and sales demonstration materials. | Consistent operation improves repeatability and reduces incorrect customer explanations. | Is training delivered online, on site, or both? Are certification materials and troubleshooting guides included? | High |
| Warranty and Repairs | Define warranty duration, covered components, exclusions, repair procedures, replacement policy, and technical response channels. | Downtime can interrupt consultations and reduce confidence among professional customers. | Where are repairs performed? Are spare parts available? What is the standard process for diagnosing and resolving faults? | Critical |
| Inventory and Lead Time | Set expected opening inventory, replenishment frequency, production lead time, and safety-stock requirements. | Reliable availability is important for product launches, demonstrations, seasonal demand, and replacement orders. | What is available from stock? What is the normal replenishment cycle? How are shortages and delayed shipments handled? | High |
| Minimum Order Quantity | Match the order quantity to the forecasted sales volume, available storage, cash flow, and testing plan. | A lower initial commitment can reduce inventory risk, while larger orders may support better logistics efficiency. | What are the sample, trial-order, and repeat-order quantities? Are mixed models or scheduled deliveries possible? | High |
| Pricing and Total Cost | Evaluate unit price together with shipping, duties, software fees, training, replacement parts, warranty service, and payment terms. | The purchase price alone does not represent the distributor’s total landed cost or expected margin. | Can the distributor provide a complete landed-cost estimate and a transparent quotation for recurring expenses? | Critical |
| Territory and Channel Rights | Clarify whether the arrangement is open, preferred, or exclusive, and define territory, sales channels, targets, and review conditions in writing. | Clear channel rules help prevent conflicts between direct sales, online sales, dealers, and local distributors. | How are territories and online channels managed? What performance conditions apply to any exclusivity arrangement? | High |
| Marketing Support | Request product images, technical specifications, presentation materials, demonstration scripts, and claim-review support. | Accurate marketing resources shorten launch time and reduce the risk of unsupported performance or medical claims. | Which materials are supplied? Can content be adapted for local language, regulations, and customer preferences? | Medium |
