Optimize Your Distribution Channel

Is your Distribution Channel optimized for your business? 

Are you oversaturated? Or do you have gaps in coverage?

Are you getting the full support from your channel partners?  Adequate mind share?  Proper inventory? Aggressively marketing your line?

As part of our assessment audits we will:

  • Engagement – meet with your management team to get a very clear understanding of the vision, goals and expectations of your distribution channel.  
    • Are gaps in performance and opportunities for improvements?
    • Are your margins better or worst through the channel?  Hint – they should be better!
  • Assessment – (typically 2-3 weeks)
    • Interview key stakeholders – sales team members, channel partners, customers
    • Review available data – sales reports, product mix, customer concentration, sales funnel metrics, market share by each distributor and your share within each distributor
    • Review financial data – expenses ratios, profit margins, profitability by channel partner
    • Review design registration program?  Is it in place and is it driving results?
    • Overall evaluation – Do your customers value the service being provided by your channel partners?
  • Recommendations - we will review the results of the assessment audits and offer recommendations
    • Consolidate or expand your channel to cover gaps in support / coverage.
    • Potential promos, training, support to put in place to improve your channel performance
  • Implementation – at this stage we work with your management team to determine the implementation plan.  When plan is agreed upon, project timeline, action plans etc will be developed and monitored till project is completed.
    • Assist in selecting channel partners to add or cut back.
    • Assist in the process to ensure your end customers are fully supported during the transition
  • Measurement of Results – No project is complete until we can measure the results.  Are we seeing the improvements  we forecasted, if not what corrections are required?  We will work with you to make sure the metrics are in place and tracked.