Sales and Distribution Approach

After the sale of your business, focusing on designing and implementing the best sales and distribution model will create value. This model includes enhancing or changing the method of distribution (e.g. direct, distributor, independent representatives, etc.), developing partnerships to enhance your selling position, and developing the appropriate compensation and incentive plan for those selling.

Case Study:

At Brandrud the sales process was complex and inefficient independent sales reps were paid for selling product but interior designers actually selected the product for the customer, furniture distributors bought and installed the product, and purchasing and facilities personnel made buying decisions. We focused on building an effective working partnership with our independent sales force, developing a close relationship with Maharam, a critical influencer to interior designers, and cultivating a distribution agreement with Herman Miller. Through this approach we significantly simplified the distribution channel and grew revenue by 400%.