| Do
any of our hard-won beliefs about channel issues apply to your company?
We bring to
each assignment a wealth of experience with channel issues. One
of our great strengths is recognition - we know the core issues.
Among other things, we've learned that…
- Dealers and
manufacturers share common business interests, but they're often
in conflict because of their divergent business priorities and
their respective corporate cultures. It's challenging but possible
to have these differences help you solve your business problems
rather than become your business problems by building mutual respect
and trust.
- Listening
only begins sustained improvement in distribution channel performance.
Most large manufacturers lose dealer trust after an initial restart
of open dialogue because they lack the commitment and fleetness
of foot to demonstrate follow-through on their promises.
- Successful
dealer interventions require detailed planning, pervasive communication,
and excellent execution with support of senior executives like
you.
|
 Who
We Are:
Specialists in Channel Issues
Encouragetech specializes
in producing sustained improvements in channel value. We do this by listening
at multiple levels within the organization and distributor network, helping
clients to:
- Mine critical information
to identify direct and indirect challenges and
- Map the path past
bottlenecks to improved business performance.
Our expertise in conducting
facilitated conferences helps clients
get right to addressing the issues at hand. We believe efficient
collaboration improves decisions and builds commitment, and typically
work with groups of 12-100 people in intensive planning and problem solving
sessions. Sometimes the participants cross functional areas of one company;
sometimes they are from different players in a marketing channel.
Our
Team
Encouragetech
draws on a team of professionals with a range of
expertise, including research, sales, marketing and planning in serving
clients. With each assignment, we pull together the people with the right
skill set to design and execute the process —
which we manage on schedule and on budget.
Our Clients
Our clients
range from Fortune 100 firms to thriving, modestly sized manufacturers.
Their sales range from $60 million to $2 billion annually. While their
profile is diverse, they have one thing in common: They are working to
sort out the challenges of indirect channels or better integrate the sales
and marketing activities of multiple divisions.
The Encouragetech
Difference…
|
Traditional
Approach
|
Encouragetech
Approach
|
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Divisive; struggles with turf issues
|
Efficiently
collaborative,
minimizes "silo" effect
|
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Limited insight into how customer issues, industry trends drive
change
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Links cost effective, critical market research and competitive analysis
to needed organizational changes
|
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Inconsistent process across brands and divisions
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Transparent,
consistent process builds trust, gives "apples-to-apples"
comparison
|
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Recommendations ignored as soon as they're complete
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Recommendations become part of day-to-day operations
|
With Encouragetech's
support, your company can:
- Clarify direction
and develop joint marketing and selling plans
- Troubleshoot joint
ventures
- Gain insight into
customer satisfaction in sales and service to attract new customers
and build loyalty with current accounts
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