Distributor / Intermediary Management Archives

Blog, Business Case Development, Change Management, CRM, Customer Centricity, Customer Experience Improvement, Customer Management, Customer Relationship Strategy, Customer Value Management, Digital, Digital Strategy, Distributor / Intermediary Management, People Capabilities, Sales Capability Development

Not making your targets? Don’t despair!

Most companies are facing their biggest challenges of peacetime history as we navigate through the Coronavirus pandemic. Some won’t make it. Falling sales and profits? Many are… Read more

May 11, 2020/0 Comments/by Peter Lavers

Blog, Building Trust into your Customer Plans, CRM, Customer Centricity, Customer Information Planning, Customer Value Management, Distributor / Intermediary Management, Distributor Management, Distributor Management & Development, Marketing

It must be Christmas – receive a free copy of Managing Distributors as Partners

Faced with home market uncertainty, businesses are looking beyond Europe for growth with 10% saying they have never been more determined to develop their export business. In our… Read more

December 20, 2018/0 Comments/by Dr Mark Hollyoake

Customer Relationship Strategy, Distributor / Intermediary Management, Distributor Management, Distributor Management & Development, Intermediary / Broker Management and Development, News

Managing Distributors as Partners

Our new book is out! It’s only taken three years to write….. MANAGING AND DEVELOPING YOUR DISTRIBUTOR RELATIONSHIP Are you considering using distributors, or unsu… Read more

August 1, 2018/0 Comments/by Dr Mark Hollyoake

Blog, Brokers, Building Your Capability & Competency Framework, Champion-led Change, CRM, CRQ NPS, Customer Experience Improvement, Distributor / Intermediary Management, Financial Services, Insight Based Selling, Intermediary / Broker Management and Development, Key Account Management, People Capabilities, Sales Capability Development, Sales Development, Strategy

Writing business – It’s all about attitude

At Customer Attuned, one of our sectors of expertise is the insurance industry. Being a ‘non-player’ in the process of underwriting business for customers, we ha… Read more

July 4, 2017/0 Comments/by Alan Thompson

B2B Customer Management, CRM, Distributor / Intermediary Management, Distributor Management, Distributor Management & Development, Intermediary / Broker Management and Development, Strategy

Top 5 Obstacles to B2B Customer Centricity # 3 Silo’d Organisation

The Top Five Obstacles to Customer Centricity in B2B Companies and How to Overcome them Obstacle 3: Silo’d Organisation This is the third blog in our series based on the early resul… Read more

May 4, 2016/by Peter Lavers

Distributor / Intermediary Management, Distributor Management, Distributor Management & Development

Distributor Management – Avoiding the Pitfalls. Part 3 of 4

In our third Blog Mark Hollyoake looks at some of the common problems which beset Distributor Management. The most common challenges organisations face when starting to work in d… Read more

March 9, 2016/by Dr Mark Hollyoake

Distributor / Intermediary Management, Distributor Management, Distributor Management & Development, Intermediary / Broker Management and Development

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

March 2, 2016/by Dr Mark Hollyoake

Distributor / Intermediary Management, Distributor Management, Distributor Management & Development, Intermediary / Broker Management and Development

Why Distributor Management Is The Same As Good Customer Management. Part 1 of 4

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

February 25, 2016/by Dr Mark Hollyoake

CRM, Customer Management Systems, Distributor / Intermediary Management, Distributor Management & Development, Interdependence, Intermediary / Broker Management and Development, Planning, Strategy, Trust

12 Days of Xmas #11: My true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities!

On the 11th day of Christmas my true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities next year! I can imagine that many of us would be… Read more

December 22, 2015/by Alan Thompson

B2B Trust, CRM, Customer Management Systems, Distributor / Intermediary Management, Distributor Management, Distributor Management & Development, Interdependence, Intermediary / Broker Management and Development, Strategy, Trust

12 Days of Xmas #5: I created Five Golden Rules for Distribution Management

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

December 15, 2015/by Dr Mark Hollyoake