A New Vertical Offering From Kakushin Institute: Distributor Excellence

Sales through distributors, especially on an international level, often accounts for a significant percentage of your financial performance but is rarely managed with the same rigor as your “direct sales” business. This often leads to a lack of transparency and accountability, and also leads to relationship and performance issues. Most importantly, incremental revenue is available from the global distributor channel, for those who manage it proactively.

Kakushin Solution Summary

Our Distributor Excellence solution helps you address the complex issues involved in effectively managing your global/regional distributor partners. We’ll focus your leader’s attention and creativity towards all aspects of distribution excellence, from strategy and market coverage to effective recruiting and on boarding… from training, servicing and supporting to results based performance management.

Our solution includes but goes beyond qualitative and quantitative assessment and extends to implementing solutions across departmental leadership teams, business management systems and organizational structures to enable a material and sustainable financial return.

We focus on early wins in high return areas to ensure a quick impact and payback. And the Kakushin Distributor Excellence solution leaves your organization with a standardized operational framework for guiding the leadership team to effectively manage distributors with consistency around the globe.

Issues/Pain Points

No insight into sales funnel, lagging sales reporting for distributor sales.
Lower growth rates vs. market/competition or, vs. “direct sales.”
Lower customer loyalty and customer retention.
Difficulty isolating and reporting distributor sales, revenue and profit globally.
Inadequate communications and feedback mechanisms with distributors
Inadequate support to distributors on training, sales collateral and issue resolution
Healthcare compliance issues due to lack of distributor transparency.
Price and gross profit strategies vary from distributor to distributor, region to region and country to country.
Different standards for managing distributors in each country / region.
Difficulty measuring distributor performance

Don’t wait. There is a solution. Kakushin will get you there.

Contact the Kakushin Institute team today to learn more.