International negotiations · Website material ·
Brief answer
First check solution applicability, company role and availability of evidence. Only then does comparing price and commercial terms make sense.
Clarify who you are speaking with
A company may be a manufacturer, integrator or reseller. Clarify its role for the solution being discussed and who is responsible for technical answers. Do not infer manufacturing capability from booth design.
Validate the task
Show an approved sample or operation description. Ask about the product range, limitations and required input data. It is important to hear both a positive answer and the conditions under which the solution will not work.
Request confirmation
Clarify available documents, demonstrations and tests. Ask for each specification to be tied to a specific model and mode. A general brand video does not replace evidence for the required configuration.
Agree the next contact
Record the responsible person, required data and expected document. In the final notes, separate promises heard from evidence received. Immediately flag questions the exhibitor has not yet answered.
What to prepare
- Company role
- Range and limitations
- Available evidence
- Next document and contact
How to structure the comparison
| Field | What to record |
|---|---|
| Criterion | A requirement that affects the decision. |
| Confirmation | A document, measurement, answer or test result. |
| Open question | What is unknown, who clarifies it and which decision depends on the answer. |
Basis for the material
A practical guide to preparing an inquiry and comparing options. It is not an equipment datasheet, technical calculation or completed project description. Specific model parameters must be checked against the manufacturer’s documentation.
Questions and answers
Can we start without all the data?
Yes. Describe the current situation and flag unknown parameters. The materials list helps preparation but is not a mandatory questionnaire for initial contact.
Can this article alone support a decision?
This material helps structure questions. Selection for a particular company requires baseline data, checks of constraints and evidence for the option under consideration.