The questions that follow show whether the supplier is trying to understand the actual customer, sales channel, service burden and reorder path. Start with the customer the channel can actually reachThe first useful supplier questions concern the customer and the job the product is expected to do. Make service questions concreteMany suppliers say they provide after-sales support. Record what the supplier still does not knowOne of the strongest questions a supplier can ask is for time to verify an answer. His work focuses on product evidence, compliance, channel fit, supply readiness, warranty, service and reorder economics.