Distributor Management – Getting It Right! Part 2 of 4
In our second blog on managing distributor markets, Mark Hollyoake looks at getting the foundations of Customer Management right.
The term distributor is widely used to describ… Read more
Mark is a co-founder and Director of Customer Attuned Ltd. He holds a Doctorate from the University of Southampton, his thesis focused on Trust as a dynamic within business to business customer relationships.
He is an expert in B2B Customer Experience and Customer Management. This includes CM strategy development; execution of improvement plans (incl. organisational modelling for customer management); programme design; and partnership & alliance development.
Mark's applied work across FMCG, industrials, medical devices, financial services, business services and construction has led to organisations making, significant improvements to their customer management. A large focus of this work has been moving organisations up the Trust Ladder to enable them to benefit from reduced cost to serve, while continuing to innovate and deliver mutual value.
Mark is a Fellow of the Chartered Institute of Marketing and Member of the Institute of Sales and Marketing Management. He holds an MBA in strategy from Henley Business School.
In our second blog on managing distributor markets, Mark Hollyoake looks at getting the foundations of Customer Management right.
The term distributor is widely used to describ… Read more
To celebrate the launch of our new Distributor Management Programme, Distributor Management Expert Mark Hollyoake unpicks some of the complexities of working with distributo… Read more
In our third blog on Conflict within Business to Business (B2B) relationships we focus on ways organisations can prevent relationships from becoming over-dependent.
This blog… Read more
Our second blog on conflict within B2B relationships focuses on some of the unanticipated downsides arising from strongly bonded trust relationships.
This blog has been publis… Read more
In the first of three blogs we explore how you can use it to your advantage to prevent relationships from becoming over dependent.
This blog has been published in The Journal of Sale… Read more
On the 12th day of Christmas my key account said to me “you can sharpen terms on the doves and pear trees”.
When a lot of your business is controlled or dependent on a few large accounts… Read more
On the 9th day of Christmas my Directors said to me “we’re changing strategy”
Remember the days when company boards set a strategy for three to five years and then stayed on to see it t… Read more
The 5th day of Christmas: Five Gold Rules (for Distributor Management)
I realised that I was way behind in Distributor Management; I skipped all the maids, hens, lady’s leaping, d… Read more
On the 3rd day of Christmas my largest customer said to me “we need to explore a more formalised relationship”.
A call or note like this from a customer who provides a significant amo… Read more
What are the common problems facing Customer Management organisations seeking to move up the Trust Ladder and how do they tackle them to improve performance?
Our last blog focuse… Read more