Here are a ‘Top 10’ to kick off the discussions.
1. COMPETITION: Your DP competes with you.
2. CREDIT: DP does not pay &/or uses your credit for other ventures.
3. VOLUME: Unexplained decline or forward buying with no sell out.
4. RTM STRATEGY: DP does not understand your strategy.
5. COVERAGE & DATA: DP does not service all outlets or provide data.
6. NO TERRITORIES: DPs competing in the same space with your product.
7. AGREEMENTS & REVIEWS: No formal Trading Terms & Conditions (TTC) in place.
8. RETAIL OUTLET SEGMENTATION: DP does not take any account of market changes (COVID?).
9. CHANNEL: DP does not understand/have an effective Channel Strategy.
10. PARTNERSHIP: No Joint Business Planning or Joint Action Planning.
The best way to safeguard against these challenges, is to identify them upfront, and mitigate in advance.
For a more detailed explanation click on the The 10 Biggest Challenges here.
Please reach out if I can help.
#enchange #sales #strategy #management #growth #fmcg