Introduction of a distribution partner steering system to optimize the sales process

A medium-sized manufacturer of industrial goods sells products nationally and internationally via a trading partner network.
The management and steering of the trading partners is carried out by a small number of key account managers and without a systematic approach.
The management suspects that growth and margin potentials are not fully captured.
Objective: To identify areas for improvement („pain points“) in sales environmment and to formalize and professionalize distribution partner management approach.

Evaluation of current sales process and uncovering of „pain points“ through interviews with client and personnel of distribution partner.
Development of a 4-step approach for the steering of the distribution partner, based on a collaborative way together with the most important stakeholders of the sales process

Development of a ‘ready-to-implement’ solution for the structured and potential-oriented steering of the distribution partner
Introduction of the system with very high acceptance in sales and service
Execution of all annual review meetings for A and B distribution partners along the new system already in the year of introduction