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Definition
and Implementation of distribution solutions.
It is not only new companies that need to define
their distribution strategies. Mature organisations must often re-visit
their complete distribution policy when market conditions change
or when growth plans impose a new approach. We can help you through
this process by working with you to define an optimum solution and
by implementing it if you so choose.
What follows is typical example of where
our experience and knowledge of the market can be of invaluable
support
Current Scenario:
Medium sized, US-based High Technology company (500 employees).
Successful market presence in the US achieved through direct sales.
One direct subsidiary in Europe with distributors in the major markets.
Problem:
Slow growth in Europe, low percentage market share compared with
US.
Proposed Solutions:
Re-evaluate current distribution network and propose optimum mix
of direct sales outlets versus independent distributors. Examine
viability of European HQ and propose base country. Recruit key management.
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Definition
and Implementation of Technical Support solutions
An effective technical support solution for high
technology products can mean the difference between success and
failure. Our experience in setting-up and running direct and third-party
service solutions throughout Europe can become a key differentiator
in your companies’ growth. We can help you define your Strategic
Service Plan for Europe looking at key issues such as: In-House
Service Organisations versus Third Party Service Providers, structure
definition, logistics options, staff recruitment, regulatory approvals,
etc.
European
Pricing Strategies
With the recent implementation of the unique
European currency, the Euro, major pricing variations between countries
for identical products and services can turn around and bite you
big time ! A traffic in grey imports will inevitably start and will
confuse your sales results and push your prices down to the lowest
common denominator. We can help you hone your European Pricing Policy
to meet the needs of your business objectives and not fall foul
of the European Commission Competition Law requirements.
Post-Merger
Integration of Business Teams
Many mergers and acquisitions end up seriously
sub-optimised due to a poor integration of the various parties products
and human resources. Internal rivalries force out star talent to
protect the status quo. Good products are canned due to vested interests
in the stronger party. An outside, independent observer and advisor
can help avoid the common mistakes and enable maximum advantage
to be taken from the new merged entity. We have been through a number
of major mergers of equals and not-so-equals both from the inside
and the outside and our experience will help you achieve the most
from this difficult but ultimately rewarding process.
Special
Projects
We are always ready to study special projects
where our experience can add value. If you have a specific idea
in mind that you would like help in refining or implementing, please
call us for a frank and confidential exchange.
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