Go-2-Market Strategy & Distribution Management
Actio’s distributor assessment tools enable our partner customers to efficiently and effectively complete evaluation and make comparisons of distributor performance. Our Route-2-Market (RTM) modelling tools facilitate our partners designing fit for purpose Direct, Hybrid or 3rd Party (outsourced) Go-2-Market strategies.
Empowering Partners with Data-Driven Distributor Insights & Optimized Route-to-Market Strategies.
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- G0-2-Market (G2M) Model Decisions: Choosing a G2M model is a key decision that suppliers must make before selecting partner distributors. Actio helps suppliers clearly map out and evaluate options whether it be a Direct, Hybrid or 3rd Party (outsourced) approach that support their current & future needs. Actio understands G2M Models suited to today’s environment and supplier cost constraints will evolve as their business grows. Selecting distributors partners who can flex with the needs of suppliers is part of future proofing for growth.
- Defining Roles & Responsibilities: Actio help suppliers determine the ownership responsibilities for of the 4 x key customer engagement activities i) Establishing New Customers ii) Managing Existing Customers iii) Order Capture & Pricing & iv) Fulfillment defining. Clearly mapping out Roles & Responsibilities will shape ownership in Direct, Hybrid or 3rd Party (outsourced) models is critical as it these ownership decisions that shape trading term design & negotiations.
- Trading Term Optimization: Amazingly the vast majority of Foodservice suppliers accept the standard trading terms of their distributors. The ability to vary terms by product, channel, activity & technical support is the most effective way of shaping distributor behaviours that in turn influence a distributor’s performance and ultimately the supplier’s results. Actio helps our partner customers understand distributor trading options & how they can approach distributors to create WIN/WIN growth ambitions.
Contact us at the Actio Consultancy Group office nearest to you or submit a business inquiry online.
Having worked with Geoff & the Actio team over many years I am constantly amazed at their ability to understand our business needs and drivers. Our team greatly value their ability to turn strategy into actionable initiatives.
Actio’s incredible end-to-end knowledge and capability of Foodservice completely transformed our team’s understanding, mindset, and approach to portfolio design, product benchmarking, innovation, and customer engagement.
