Channel performance

$1.2 billion distributor of alcoholic drinks, private equity owned.

Key Deliverable: How to reverse declining share & increase revenues by >10%.


  • Re-design and implement Route to Market model/structure with emphasis on segmentation
  • Re-focus sales effort and develop/deploy targeted campaigns
  • Align the resources/investments with current/potential profit pools
  • Re-align sales/merchandising/delivery activities by segment
  • Re-align targets and incentive to focus on segment potential and account profitability
  • Training, development and coaching for all sales staff
  • Revised performance management system


  • Step 1: Market share increased by 7% and revenues by 4%
  • Step 2: Market share growth of 5-10% targeted with revenue increase of 10%

“We were impressed by the ability to engage at a strategic level and follow this through to implementation in the field”

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