Distributor / Agent services
Many of our clients utilise Distributors or Agents as their route to market for a number of reasons:
- Lack of critical mass
- Lack of expertise in a particular sector or geography
- To manage older brands or product portfolios
- To handle new product introductions whilst maintaining focus on the existing products
However, many of these organisations experience greater variations in performance than they do with their company run sales operations.
Improving Distributor sales performance requires detailed insight and analysis into the reasons for poor performance. A plan to improve performance then needs close management if its implementation is to have the desired effect. Often clients who have chosen Distributors as their route to market do not have the resources to resolve them themselves, which is where Meridian comes in.
We will analyse with rigour the hard and soft aspects of non-performance. We will then manage the plan and report on the KPI’s back to the client. We can act across a number of distributors and have the ability to Hothouse distributors where required. Meridian can then either hand the project back to the client or continue to run and manage the sales effort on behalf of the client in the medium to long term.