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Effective Sales Channel Mix


Acquire new distributors in the industrial equipment sector

COMPANY: World leading industrial equipment manufacturer

YEARS: 2014-2017

MISSION: Identify and help recruit new distributors in 8 markets in Europe and Asia.

Challenging situation due to the default of a key international distributor combined with the launch of the brand on 3 new markets with ambitious market share objectives.

Rapid market assessment done by our local teams to identify potential distributors, and then assess and prioritize them. A validation of selected targets with our client management, followed by the creation of clear market development plans, distributor partnership platforms and support package, allowing to manage the initial contacts locally with target distributors and accompany our client teams until the closing.

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