We are an experience-driven firm that specializes in distribution channels. We help our clients achieve a clear line of sight to their customers.
Our services include:
Strategic planning to ensure proper market positioning
Channel management to select and align partners with the strategy
Sales effectiveness and incentive design to drive full execution
- Strategic planning to ensure proper market positioning
- Channel management to select and align partners with the strategy
- Sales effectiveness and incentive design to drive full execution
So What Do You Do Now?
Philosopher Eric Hoffer said, “When people are free to do as they please, they usually imitate each other.” This quotation describes how executives handled risk in the past. From 2002 until 2008, capital was easy to obtain, growth rates were consistently up and the best way to predict the future was to look at the past. There was much discussion about risk, but there was a clear herd mentality at play. Imitating others seemed like the right path to take.
Our clients provide the strongest references in the business because we help them tackle their greatest opportunities. We excel at challenges like finding growth through better market access, addressing long standing issues that have resisted repeated efforts and aligning large, de-centralized organizations around a new strategy. We staff our engagements exclusively with Partners to provide intensive expertise and continuity throughout the project. We scope our services based on your needs rather than our programs. We work on a fixed price basis, with clear deliverables and exit points.
If this sounds like what you’re looking for please call for a free consultation with one of our partners at 321.956.8617.
Working at Cross-Purposes II: Teaching the Rep a Thing or Two
Excerpt: If the local factory or supplier rep is more effective in the job, the distributor will sell more of the rep's product. Effectively managing the relationship is the quickest way to improving distributor productivity. The keys to understanding and improving effectiveness are: understanding the distribution business; recognizing that distributors and manufacturers often work at legitimate cross purposes; and being sensitive to those irritating "MBAs" that can make or break a relationship.
Value Creation Strategies for Wholesaler-Distributors
In Value Creation Strategies for Wholesaler-Distributors authors Steve Deist, Mike Marks, and Mike Emerson provide highly actionable insights about how wholesaler-distributors can use a market-driven strategy to increase enterprise value for customers and shareholders.
Most distributors have already eliminated the under-performers within their organizations and slashed truly non-essential costs in reaction to today’s economy. Now reductions to the sales force carry with them the legitimate concern that as personnel is eliminated revenues will be as well. The question many distributors are asking is, “How can I reduce costs without losing sales?” For many distributors it is challenging to even understand how to look at the risks.
Every brand, every organization and every individual is either running away from something or running toward something (or working hard to stand still).
In my latest 