Outsource Your International Distributor & Customer Management, Entry New Markets Drinks & FMCG

1. YOUR OUTSOURCED
ROUTE TO
Ian Shackleton

2. • International Business Development
• New Market Entry
• Multi-Market Distributor Development
• Sales Direct-to-International Retailers
• Sales & In-store Execution Training
• Customer Management Training

3. 3
• Experienced
Contract International Customer & Distributor Managers to support your Export
& Brand teams, your Distributors, your Customers and your Brands
• Low cost
Remove the cost, exposure and hassle of UK & overseas headcount
• Monthly Retainer Based
Pay for what you need, no holiday pay, no sick pay, no long term employee
commitments, no local tax
• Continuity & Knowledge
Work with the same team over time, building relationship,
knowledge and understanding

4. 4
Geographic
Experience
• UK
• Western Europe
• Central Europe
• Middle East
• Africa
• Asia
Channel
Knowledge
• Modern Grocery
• On-trade
• Independents
• Wholesale
• Catering
• Vending
Ian Shackleton, Managing Director
• Supported by a network of experienced consultants & agencies
• Proven experience: Coca-Cola, Heineken, Lebara, William Grant
• Multi-function: Grocery Account Management, Distributor Management, Field
Sales & Brand Development
• Backed by a network of like minded experienced International Distributor
Managers and Agencies
Categories
Worked
• FMCG
• Soft Drinks
• Beer
• Non-Alcoholic Beer
• Spirits
• Telecom

5. ‘A long term complementary support to your
Export Team’
5
• We develop a long term relationship
• Establishing International New Partners
• With Export Team
• In-market Distributor
• Key Customers
• Understanding your business, culture, needs, way-of-working
• Acting as your local in-market presence
• You get simple, valuable benefits:
• Low cost, low overhead, flexible in-market resource
• ‘Blue Chip’ trained with experience of entrepreneurial SME’s
• Reduced expense and overseas overhead exposure
• Increased focus on your brands, with accelerated market
development, learning & reporting
• Leverage modern communications & flexible working

6. ‘The International Growth Advantage’
One Market or Multiple Markets

7. 7
New Market Entry
• Market research
• Market selection criteria
• Market prioritisation & focus
• Market entry strategy & objectives
• Route-to-market alternatives
• Distributor v’s Direct-to-Retailer / Wholesaler
• Consumer overview & insight
• Brand Localisation
• Niche / market gap / positioning identification
• PR
• Digital Locatisation

8. 8
In-Market Distributor Development
• Potential Distributor options & selection assessment
• Customer / Distributor agreement negotiation
• Product listings
• Trade terms negotiation, margin, pricing & promotion
• Executing trading agreement & promotions plan
• Joint Business plan development, agreement, execution & business review
• Distributor team & capability development
• Home Country Export Department liaison

9. 9
Three year Business Plan development
• SWOT & Opportunity analysis
• Plan preparation
• Value Chain preparation
• Reaching alignment with local partners
• Brand plan localisation
• Market, consumer & trade trends
• Local consumer & trade insight
• Revenue & margin optimisation

10. Annual Joint Distributor Business Plan
10
• Annual Brand objectives
• Distribution (numerical &
weighted) targets
• Value Chain optimisation
• Marketing investment & plan
• People plan
• Presence plan by channel & key
outlet
• Holiday & festival plan
• Competitor activity tracking &
reporting
• Phasing, shipments and sales
forecast
• Credit agreement
• Balanced scorecard to track key
activity, reviewed quarterly
• NPD opportunity
• Monthly reporting

11. Sales Training
11
• Associate with ‘Total Negotiation’
• Cost Price Increase
• Promotional Planning, Execution &
Evaluation
• Joint Business Planning
• Margin Planning
• Category & Space Planning
• Quarterly Review with Balanced
Scorecard
• Meeting Preparation &
Management
• CRM Integration
Modern Trade
• Value Chain ‘Balancing’
• Brand Plan Localisation
• Cost Price Increase
• Promotional Planning, Execution &
Evaluation
• Joint Business Planning
• 3rd Party Sales Force Development
• Merchandising Impact
• Quarterly Review with Balanced
Scorecard
• Meeting Preparation & Management
• CRM Integration
Distributor

12. Sales Training
12
• Associate with ‘Total Negotiation’
• Cost Price Increase
• Promotional Planning, Execution &
Evaluation
• Joint Business Planning
• Margin Planning
• Category & Space Planning
• Quarterly Review with Balanced
Scorecard
• Meeting Preparation &
Management
• CRM Integration
Modern Trade
• Value Chain ‘Balancing’
• Brand Plan Localisation
• Cost Price Increase
• Promotional Planning, Execution &
Evaluation
• Joint Business Planning
• 3rd Party Sales Force Development
• Merchandising Impact
• Quarterly Review with Balanced
Scorecard
• Meeting Preparation & Management
• CRM Integration
Distributor

13. Sales Training continued
13
• Territory Planning
• Call Cycles
• Steps of the Call
• Objective Setting
• Product Knowledge
• Selling, Presenting & Negotiation Skills
• Building Customer Relationships
• Personal Standards
• Admin Management
• Merchandising Standards
• Merchandising Measurement
• Supervisor Training
• CRM Integration
Field Sales
Steps of the Call
Bespoke Solutions
Preferred

14. How we work together: Flexible Options
14
• Monthly Retainer
o Packages of 5 Days, 10 Days or 20 Days
• Time allocated an average, spread over the month, to meet the business needs
• Available on call & via email at all other times
• Time during month can be flexed to suit you needs
• Could be one market or a group of markets
• One-off Projects
• On-going Coaching
Call Ian Shackleton on + 44 7714 540 to discuss your needs