Global Dairy Company
Getting Distributor management right for a global dairy company
Client Challenge:
An inconsistent approach to distributor management across countries led to sub-standard sales and growth for the client. The client also needed to recognize different roles and approaches to distributor management in different markets.
Strategy:
Glendinning created a rigorous model for assessing the role of distributors in different market environments and the tools to efficiently and effectively select, appoint, manage and consolidate the clients’ distributors.
Solution: Distributor Management Maturity Framework and Stratgy Model
Glendinning consultants and the client team co-created a distributor management maturity framework and strategy model which defines the role of distributors in different markets based on market maturity and client position in the market. This was supported with a toolkit and kick-start workshops at market level to support the implementation throughout the client’s business.
Results:
Each of the clien’ts markets is now re-defining the role of distributors in their market-place and improving the way they select, appoint, manage and measure distributor performance. The ultimate result will be stronger channel relationships which deliver better performance all round.