Maximise sales performance and growth by selecting the right distributors; managing performance and effectively prioritising and deploying resources.
Understanding your strategic choices based on best practice business models and appointing the right distributors is the starting point for successful and mutually beneficial distributor partnerships. Strategic alignment and a joint business planning approach facilitate insightful distributor reviews; in the context of their contracts; terms of trade, remuneration and incentive structures, for mutual profitable growth.
What will I learn?
INSIGHT
Confirm the role of distributor partners based on the agreed RTM strategy. Review sources of data and turn these into insights. Prepare a Distributor fact book based on shared insights
OPPORTUNITY
Complete a full distributor assessment; identifying category and brand growth opportunities. Ensure strategic alignment with our distributor partners to deliver joint value and business growth ambition
STRATEGY
Develop strategic plans for all key distributor partners; based on their strategic importance and aligned with your category and brand objectives in the market, delivering success at the point of purchase
EXECUTION
Turn strategy into activity plans and scorecards. Develop the right metrics to measure and monitor performance based on best practice distributor management models and jointly agreed KPIs