Client

Douwe Egberts: Dutch multinational producer of coffee and coffee systems 

Challenge

Need to develop and implement a HQ program for managing and marketing through distributors

Project

Workshop and case work to build distributor management system; introduce methodology for marketing to and managing channels and partners in management workshop

Tasks

Create and implement corporate management program on policies and procedures for managing distributors. Included case work, pricing policies and strategies, marketing strategies.  Workshop with EMEA management.

Client

WR Grace: US multinational manufacturer of food and food storage products  

Challenge

To develop and implement a European-wide program for managing distributors

Project

Build distributor management systems and tools

Introduce and build methodology for managing channels and partners

Conduct management workshop

Tasks

Create and implement corporate management program on policies and procedures for managing distributors. Included contracts, sales through distributors’ policy, pricing policies and strategies, selection process and tools, compensation and motivation programs, evaluation process and tools.  Workshop with international channels team.

Result

Full implementation; business unit then sold

Client

JungBunzLauer: Swiss/Austrian multinational manufacturer of citric acid and other food products  

Challenge

To develop and implement a European wide program for managing distributors

Project

Build distributor management systems and tools

Introduce and build methodology for managing channels and partners

Conduct management workshop

Tasks

Create and implement corporate management program on policies and procedures for managing distributors. Included contracts, sales through distributors’ policy, pricing policies and strategies, selection process and tools, compensation and motivation programs, evaluation process and tools.  Workshop with HQ channels team.

Client

Lavazza: Italian producer of coffee and coffee systems   

Challenge

To develop and implement a HQ program for managing distributors worldwide

Project

Build distributor management systems and tools

Introduce and build methodology for managing channels and partners

Conduct management workshop

Tasks

Create and implement corporate management program on policies and procedures for managing distributors. Included sales through distributors’ policy, value propositions, pricing policies and strategies, selection process and tools, evaluation process and tools.  Develop and deliver workshop with international export team.