More and more organisations are turning their attention to the distributed route to market.
There are two main reasons:
- Organisations with home markets and operating companies are coming under increasing pressure to realise shareholder expectations. The distributed markets offer a viable growth if they can unlock the potential.
- Proactive Distributors are actively seeking out your organisation and brands. You have a growing international presence reliant on distributors.
Our experience of working with Distributor Management has led us to focus on three main areas:
- Selecting the right partner
- Managing the right partner
- Developing or transitioning a partner.
Whether setting up new distributor relationships or improving the level of efficiency and effectiveness of existing ones, this approach enables organisations to develop a consistent approach within commercial teams. It establishes Distributor Management as a core commercial competence within the organisation.
Our programme offers a comprehensive set of tools, processes and capability development that focuses on three core areas of distributor management and development: selecting the right partner, management the right partner, developing or transitioning a partner.
Read More about Distributor Management:
The key issue for brand owning companies is that within distributor based relationships there exists an element of value exchange but the “value” is less about transactions and more about shared objectives and the ability to offer an effective Customer Management service. Your distributors should be extensions of your customer management, they would be filling customer management competency gaps that you do not currently posses or wish to develop within this market/customer (s). It is recognised that managing a market/distributor relationship today (and this will become more complex going forward) requires many skills outside of the normal capability and competencies of a transactional account manager.
You may be setting up new distributor relationships or improving the level of efficiency and effectiveness of existing ones. Our modules offer flexible entry points to match your needs. Whether you are:
- A commercial manager new to Distributor Management
- An existing Distributor Manager looking to develop and expand the distributed route to market
- An experienced Distributor/Commercial Manager
- A newcomer to the world of Distributor Management
DISTRIBUTOR MANAGEMENT
RELATED READING
CHOOSE A SERVICE
Our Services help you maximise value, optimise satisfaction and minimise account attrition:
Buying or investing is easy when you can see the tangible assets, but how do you measure sales and marketing effectiveness.
Pinpoint your business capabilities that unlock the opportunities for value growth.
Start your CRM Project with the strategy not the technology.
Build a hard-nosed business case for customer strategy-driven investments.
Improve static or unprofitable relationships into ones that engender growth and profit.
Define what customer profitability means and develop analysis and modelling tools to enable customer profitability.
Unfilter poor specifications, unclear requirements, bad data, or poor stakeholder engagement and avoid expensive mistakes.
Distributor Management and Development
This tool focuses on three core areas of distributor management, selecting the right partner, managing the right partner, developing or transitioning a partner.
Maximise value, optimise customer loyalty, minimise customer loss and develop your sales resources.
Independent quantified assessment of functionality gaps exist and what damage they are causing to your business.
Good Customer information is the life blood of all organisations and critical to competitive advantage – apply the RAFT technique to analyse cost benefits and fit-for-purpose.
New European data protection regulations (GDPR) take effect in 2018. Whilst compelling most data driven organisations to tighten up their processes and activities, used correctly, they also provide new opportunities for businesses.
HOW DO YOU START?
Building Better B2B Relationships-
