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The ChallengeThe manufacturer needed to hold distribution partners accountable for

a specific role and objectives. Improvements in distribution program

structure and distributor accountabilities would address the decline

at mid-tier end users, as well as other issues. An industrial distribution

guide that can be executed by other divisions within company was

required for efficiency.

The SolutionThe Alexander Group assessed the company’s current segments,

coverage approach and distribution program. Key end users were

declining and an adjustment to distribution approach was needed to

focus the sales team and distribution partners. The Alexander Group

developed a step-by-step guide, supported by tools and templates,

on how to design a complete industrial distribution program. The

industrial distribution design guide is a sequential process on how

to develop and implement a world-class indirect channel model for

manufacturing.

The BenefitSince the assessment, select sections have been implemented for the

client division that worked with the Alexander Group. The industrial

distribution design guide has been utilized to focus the distribution

strategy of the company’s sister business units.

Case Study

Industrial Distribution Design Guide Development for ManufacturerIP leader: Kyle Uebelhor

A global industrial

manufacturing

company had

an effective

distribution-focused sales

model, but needed an

improved structure with

focused incentives and

rewards. Their mid-tier end

users were declining and

many legacy distributors did

not provide sufficient value.

The Situation

Retrib.Fija

Retrib.Fija

$140M

$120M

$100M

$80M

$60M

$40M

$20M

$0M

Retrib.Fija

100%

12 Rev

FY13-14 REVENUE ANALYSISLarge Accounts

Chum

-22%

Ret.

78%

Pen.

12%

Con.

0%

N/A

for

this

ana

lysi

s

13 Rev

90%

-10%T