Competencies
Competencies Marketing & Sales Sales
Sales
Our theoretical and practical management-consultant expertise in the distribution sector covers the following areas:
- Customer segment management (B2B, B2C), including optimisation of distribution channels and customer categorisation
- Increase in marketing efficiency (processes, organisation, controlling, IT)
- International distribution
- Value-orientated channel optimisation
- Key account management, KMU/SME
- Internet
- Outlets
- Mass distribution forms
- Project and solutions distribution B2B
From the early stages of the project, our clients are afforded an insight into the integrated customer, market, and competition data, which can then be used to simulate and test alternative distribution scenarios.
The distribution value-contribution also forms the basis for the realisation of the distribution efficiency programmes, which encompass the entire spectrum of parameters central to distribution. Initially, we analyse the critical success-relevant factors with our proven “quick scan” method. During this process, special attention is paid to lead and opportunity management and on the order-to-cash cycle, especially in relation to active distribution and administrative tasks, and their supporting IT structures. However, key areas of our programmes focus on distribution performance-management and the virtual representation of incentive systems.
We have gathered a good deal of experience in distribution and technologically-complex clarification-demanding products and services. Due to our range of experience with various industries (i.e. telecommunications, infrastructure, etc) and the consequent availability of comparative benchmarks, we are especially well-equipped to deal with project and solution distribution, which covers distribution parameters within the general context of a company’s value-adding chain.
However, our intrinsic field of competence also covers the development and optimisation of internationally heterogeneous distribution structures, as well as the coordination of complex product ranges (i.e. self-produced wares/commodities, fresh produce, and competing technologies).
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