GE Medical:
US multinational manufacturer of high level medical systems
Challenge
To develop and implement an EMEA wide program for managing distributors
Project
Build distributor management systems and tools;
Introduce and build methodology for managing channels and partners
Conduct 5-day intensive management workshop
Tasks
Create, standardize and implement corporate program on policies and procedures for managing distributors. Included contracts, sales through distributors’ policy, pricing policies and strategies, value propositions, selection process and tools, relationship management, evaluation process and tools. Workshop with EMEA top management and account managers (72 countries).
Medtronic:
US multinational manufacturer of high specialized medical and cardiovascular systems
Challenge
To develop and implement EMEA and Latin
America 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, standardize and implement corporate program on policies and procedures for managing distributors. Included contracts, sales through distributors’ policy, pricing policies and strategies, value propositions, selection process and tools, relationship management, compensation schemes, evaluation process and tools. Workshops with EMEA and LA top management, account managers and support teams.
Össur: Icelandic manufacturer of specialized medical devices and prosthetics
Challenge:
Need to develop and implement HQ management program for managing distributors
Project:
Build distributor management systems and tools
Introduce and build methodology for managing channels and partners
Conduct management workshop to ensure implementation
Tasks:
Create, standardize and implement corporate program on policies and procedures for managing distributors. Included contracts, sales through distributors’ policy, pricing policies and strategies, value propositions, selection process and tools, relationship management, compensation schemes, evaluation process and tools. Workshop with top management and account managers.