Traditional ‘B2B’ manufacturers seeking export driven growth generally develop a distribution network of business partners (eg. agents, dealers or distributors) to provide the local sales and aftersales services required to support their products. It is absolutely crucial that the correct profile of channel partner is identified, selected, legally appointed and proactively developed. Get this element wrong and the anticipated level of export sales to be generated from high potential markets will never materialise.

Our approach to national and international channel management encompasses an understanding of how and to whom companies actually sell their products and services to, the channels they use, and the back-office operations that support these efforts. Where necessary and appropriate, we also help clients address specific challenges in their existing distribution network eg, the go-to-market strategy, sales-force effectiveness, key-account management, and other relevant areas.