1. What exactly does the technology change?
Define the species, setting, intervention and comparison. Ask for the underlying studies and the limitations, not only the headline in a sales deck. A welfare claim and a productivity claim answer different questions.
2. Is it ready for this operation?
Distinguish prototype performance from commercial maturity. Ask about installations, operating range, failures, training, spare parts and continuing support. Identify what remains to be demonstrated locally.
3. Is there a real role for Aelzia?
Map the manufacturer’s existing coverage before discussing representation. A vacant territory is not a strategy. We need to add a capability the manufacturer and operator actually need.
4. Who can make the project happen?
Identify the people responsible for animal welfare, operations, engineering, purchasing and investment. A promising meeting must lead to a decision owned by someone with authority and resources.
5. Can the relationship survive an inconvenient finding?
Agree commercial interests, access to evidence, review responsibilities and how limitations will be communicated. The ability to say “this claim is not supported here” is part of a credible relationship.