Company A was a TV equipment manufacturer with flat revenue growth due to issues with its reseller network. An analysis found the company had no official reseller list and was sending confidential information to companies without contracts. A new reseller program was implemented that established an official list, terminated unofficial resellers, and signed new contracts. This restructured distribution network resulted in improved reseller relations and a 12% increase in reseller sales, or $2.4 million, within six months. Reseller sales continued growing for the next four years as the revamped program strengthened reseller loyalty and cooperation.
This document contains a summary of Kirby R. Ryan Jr.'s experience and qualifications. It lists his contact information at the top and includes a summary highlighting his experience in corporate leadership, sales, business development, strategic planning, and healthcare. The bulk of the document consists of descriptions of his roles and accomplishments in senior leadership positions in healthcare companies over the past 20 years.
The document is a resume for Duane A. Matthews that summarizes his 19-year career in sales and sales management in the telecommunications industry. It highlights his current role as Director of Sales where he develops sales strategies and manages a team. It also outlines previous roles leading high-performing sales teams and developing new business for companies like Sprint, Verizon Wireless, and as an entrepreneur running a fishing charter service.
Frank Bocock is an accomplished strategic accounts senior manager at Ethicon with over 25 years of experience in sales leadership and management. He has a proven track record of developing and implementing contracting strategies that deliver continuous growth, exceeding sales goals and business plans. Bocock leads cross-functional teams and is responsible for strategic accounts representing $478 million in annual sales.
Karrie McCollum is a sales executive with over 10 years of experience in sales leadership roles within the medical device, industrial equipment rental, and medical reprocessing industries. She has a track record of consistently exceeding sales quotas and growing business. Notable achievements include designing a sales strategy that grew a startup territory from zero to over $2.5 million in sales within 2 years and revitalizing lost accounts, delivering over $1 million in sales in her first year. She is skilled in strategic sales planning, account management, and business development.
David Patrick has over 20 years of experience in sales and marketing leadership roles in the telecommunications industry. He has consistently exceeded sales goals and grown company revenues over 150% in some roles. His experience includes directing sales and marketing efforts for companies providing wireless, wireline, and internet services generating over $200 million in annual revenues. He has expertise in product development, pricing strategies, and developing new distribution channels.
Wm. Regg Bonnevie is an experienced executive with over 25 years of international business experience, including leading sales, marketing, and business development teams. He has a track record of developing strategies that increase revenue, such as growing a company's sales in China from $0 to $400M in 5 years. Bonnevie also has expertise in eBusiness, developing the first eCommerce strategies for several chemical companies. Currently, he provides strategic consulting services to help clients improve business processes, develop international markets, and implement sales and marketing strategies.
JP Hartley has over 18 years of experience in sales, marketing, and management. He has a proven track record of consistently meeting or exceeding sales goals through innovative solutions and consultative sales techniques. He is highly organized, adaptable, and an excellent communicator able to interact effectively with customers at all levels. His most recent role is as a National Account Manager at Amerisource Bergen, where he maintains one of the largest active client bases in the division.
Basel III SA credit-risk comments 1_032015Somanshu Jend
BASEL III: Request for Comments for the Proposed Revisions to the Standardized Approach for credit risk
Comments submitted by SOMANSHU JEND to the Basel Committee on Banking Supervision (BCBS) for Q21 Part II
This document contains a summary of Kirby R. Ryan Jr.'s experience and qualifications. It lists his contact information at the top and includes a summary highlighting his experience in corporate leadership, sales, business development, strategic planning, and healthcare. The bulk of the document consists of descriptions of his roles and accomplishments in senior leadership positions in healthcare companies over the past 20 years.
The document is a resume for Duane A. Matthews that summarizes his 19-year career in sales and sales management in the telecommunications industry. It highlights his current role as Director of Sales where he develops sales strategies and manages a team. It also outlines previous roles leading high-performing sales teams and developing new business for companies like Sprint, Verizon Wireless, and as an entrepreneur running a fishing charter service.
Frank Bocock is an accomplished strategic accounts senior manager at Ethicon with over 25 years of experience in sales leadership and management. He has a proven track record of developing and implementing contracting strategies that deliver continuous growth, exceeding sales goals and business plans. Bocock leads cross-functional teams and is responsible for strategic accounts representing $478 million in annual sales.
Karrie McCollum is a sales executive with over 10 years of experience in sales leadership roles within the medical device, industrial equipment rental, and medical reprocessing industries. She has a track record of consistently exceeding sales quotas and growing business. Notable achievements include designing a sales strategy that grew a startup territory from zero to over $2.5 million in sales within 2 years and revitalizing lost accounts, delivering over $1 million in sales in her first year. She is skilled in strategic sales planning, account management, and business development.
David Patrick has over 20 years of experience in sales and marketing leadership roles in the telecommunications industry. He has consistently exceeded sales goals and grown company revenues over 150% in some roles. His experience includes directing sales and marketing efforts for companies providing wireless, wireline, and internet services generating over $200 million in annual revenues. He has expertise in product development, pricing strategies, and developing new distribution channels.
Wm. Regg Bonnevie is an experienced executive with over 25 years of international business experience, including leading sales, marketing, and business development teams. He has a track record of developing strategies that increase revenue, such as growing a company's sales in China from $0 to $400M in 5 years. Bonnevie also has expertise in eBusiness, developing the first eCommerce strategies for several chemical companies. Currently, he provides strategic consulting services to help clients improve business processes, develop international markets, and implement sales and marketing strategies.
JP Hartley has over 18 years of experience in sales, marketing, and management. He has a proven track record of consistently meeting or exceeding sales goals through innovative solutions and consultative sales techniques. He is highly organized, adaptable, and an excellent communicator able to interact effectively with customers at all levels. His most recent role is as a National Account Manager at Amerisource Bergen, where he maintains one of the largest active client bases in the division.
Basel III SA credit-risk comments 1_032015Somanshu Jend
BASEL III: Request for Comments for the Proposed Revisions to the Standardized Approach for credit risk
Comments submitted by SOMANSHU JEND to the Basel Committee on Banking Supervision (BCBS) for Q21 Part II
STRATOS ICU Presentation CHR La Citadelle Liège 280315 short versionChristophe Debatice
This document discusses the STRATOSTM system for surgical stabilization of chest wall injuries and deformities. It was developed in collaboration with CHU Strasbourg using pure titanium implants. The system is indicated for deformities, trauma, reconstructive surgery, and sternum stabilization. Several publications demonstrate its effectiveness in trauma stabilization, large chest wall reconstruction, and late postcardiotomy sternal dehiscence. Experience at CHU Strasbourg in 34 patients showed no mortality, low morbidity, and short median ventilation, ICU stay, and hospital stay, indicating the STRATOSTM system enables effective stabilization and mobilization of chest wall injury patients.
Dragutin Šuker has over 15 years of experience in health and safety engineering. He is currently working as an HSE advisor/supervisor for Bilfinger Đuro Đaković Montaža d.o.o. managing safety on a construction site in the UK. Previously he worked as an HSE engineer for Shipyard Viktor Lenac d.d. and has a Master's degree in Safety and Protection Engineering from Polytechnic of Rijeka. He is proficient in English, German, Serbian and Slovenian and has skills in risk assessment, investigation and ensuring compliance with health and safety legislation.
The FBI's core values are based on protecting the US Constitution. They aim to bring law violators to justice, gather intelligence to protect against external threats, and defend against terrorist attacks and cyber threats. FBI employees are expected to act with dignity, integrity, respect for law, and obedience to the Constitution. The organizational values include accountability, respecting human dignity, and acting with compassion and fairness.
This document analyzes the front cover design elements of a professional music magazine. It discusses the masthead, main coverline, coverlines, image, and extra elements like price/barcode and buzzwords. The masthead identifies the publication brand. The main coverline promotes the primary feature article, in this case about Jamie T. Smaller coverlines advertise additional inside content. The central image of Jamie T draws in fans and indicates the main feature. Extra elements provide publication details to entice readers.
This document discusses obesity as a global health issue and examines some of the ethical considerations around obesity. It provides background on obesity, including definitions and measurements. Some key areas of debate discussed include whether individuals have autonomy over their own health decisions or if governments/healthcare providers should take a more active role; issues of stigma and responsibility around obesity; and debates around paternalism and intervention. The document explores these complex ethical issues around balancing individual rights with societal obligations to address the growing obesity epidemic.
P. William Zivanchev is seeking an IT or operational management position utilizing his background in computer science, operations management, and over 10 years of experience in customer service and quality assurance roles at Cox Communications. He has a BSIT in progress from University of Phoenix and various technical certifications. His experience includes analyzing work orders and trends, developing audit processes, and providing technical support to customers via phone. He also has experience in self-employment providing consulting services and as a department manager for a travel agency.
This short document promotes creating presentations using Haiku Deck, an online presentation tool. It encourages the reader to get started making their own Haiku Deck presentation and sharing it on SlideShare. In just one sentence, it pitches the idea of using Haiku Deck to easily create engaging presentations.
Koristili smo ovaj materijal kao pripremu za pismeni zadatak.Učenici su bili oduševljeni,a ujedno smo bili i deo kampanje NEGUJMO SRPSKI JEZIK,JER ON NEMA NIKOG DRUGOG OSIM NAS!
This document summarizes a presentation about deploying OpenStack with Red Hat Enterprise Linux OpenStack Platform (RHEL OSP) 7 and Director. It discusses:
1. What RHEL OSP Director is and how it is used to install, configure, and monitor RHEL OSP deployments through mechanisms like installing the installer, identifying target hosts, managing content, defining topology, and provisioning hardware.
2. How RHEL OSP Director uses upstream OpenStack components like TripleO, Ironic, and Heat along with Puppet to deploy the undercloud management nodes and overcloud workload nodes.
3. The steps to deploy the undercloud and overcloud through the director including configuring the undercloud, discovering
This document outlines the reading lists and themes for a literature class covering works from Greco-Roman times through Modernism. For each historical period, 5-6 representative works are listed along with 3-5 themes addressed in the assigned readings, such as the struggle between free will and fate in ancient Greece/Rome or the impact of industrialization and new social classes shown in Victorian literature. Students are also encouraged to watch movie adaptations of the works to enhance comprehension.
The document describes the process of designing a magazine cover. It begins by selecting an image and making a copy to avoid mistakes. Then, a masthead is designed using simple box and text tools with embossing. Next, a bar code and positioning statement are added, along with a free poster advertisement. The main coverline and sub-line are added next, using different fonts and effects to make the main line stand out more. Coverlines are then added to the right side with small boxes behind the text to make it stand out from the background.
The document describes the process of designing a magazine cover. It begins by selecting an image to use. A new page is made with the image to avoid mistakes on the original. Then a masthead is designed using simple box and text tools, with embossing and beveling to make the text pop out. Next, a bar code and positioning statement are added, along with a free poster advertisement. The main coverline and sub-line are added next, using different fonts and effects to make the main line stand out more. Coverlines are then added throughout the page, with small boxes behind the text to make it stand out from the background.
This document provides an overview of the estimation workflow in the eResource printing ERP system. It includes details on setting up paper masters, item masters, consumables, fixed assets, and generating estimates and quotations. Screenshots and descriptions are provided for key screens like the asset master, item master, process charges, estimation requirements, and generating quotes. The goal is to explain the complete end-to-end process for creating estimates within the ERP system.
Off the Grid Public Relations provides various marketing and public relations services including advertising, blog development, email marketing, social media, and public relations. They have case studies for several clients that demonstrate their success in increasing ticket/product sales, membership signups, website traffic, and media coverage for clients in various industries like healthcare, solar energy, and aerospace. Their client testimonials praise their strategic insights and ability to deliver measurable results that meet or exceed expectations.
Nicholas Clementi is an experienced CEO and executive consultant with over 30 years of experience turning around struggling companies and helping them achieve growth. He has served as CEO for numerous companies in various industries, including toys, games, publishing, and manufacturing. Through assessment of operations, installation of new leadership and processes, and realignment of business strategy, he helped stabilize companies, improve profitability, and prepare businesses for future success, often facilitating their sale. His approach involves understanding the business, assessing strengths and weaknesses, implementing quick corrective actions, and ensuring management and ownership goals are aligned.
This document provides a summary of an individual's professional experience and qualifications. The individual has extensive experience in business expansion, marketing, strategic partnerships, and leadership. Areas of expertise include business growth strategies, marketing, partnership development, revenue generation, and public speaking. Notable roles include consulting to help companies expand revenue, partnerships, and leads through marketing and business development. The individual also has experience leading teams and business units to achieve significant growth.
Management consultants help businesses solve problems by diagnosing issues, recommending solutions, and helping with implementation. Alexander Bain focuses on strategic consulting for small and medium enterprises. They provide advice in areas like organizational strategy, functional strategy, and help clients address challenges like outdated business practices limiting growth. Case studies show how they conduct business reviews, identify customer needs, and recommend testing ideas through minimum viable products before large investments. Their goal is helping businesses achieve exponential growth through transformational changes to operations.
STRATOS ICU Presentation CHR La Citadelle Liège 280315 short versionChristophe Debatice
This document discusses the STRATOSTM system for surgical stabilization of chest wall injuries and deformities. It was developed in collaboration with CHU Strasbourg using pure titanium implants. The system is indicated for deformities, trauma, reconstructive surgery, and sternum stabilization. Several publications demonstrate its effectiveness in trauma stabilization, large chest wall reconstruction, and late postcardiotomy sternal dehiscence. Experience at CHU Strasbourg in 34 patients showed no mortality, low morbidity, and short median ventilation, ICU stay, and hospital stay, indicating the STRATOSTM system enables effective stabilization and mobilization of chest wall injury patients.
Dragutin Šuker has over 15 years of experience in health and safety engineering. He is currently working as an HSE advisor/supervisor for Bilfinger Đuro Đaković Montaža d.o.o. managing safety on a construction site in the UK. Previously he worked as an HSE engineer for Shipyard Viktor Lenac d.d. and has a Master's degree in Safety and Protection Engineering from Polytechnic of Rijeka. He is proficient in English, German, Serbian and Slovenian and has skills in risk assessment, investigation and ensuring compliance with health and safety legislation.
The FBI's core values are based on protecting the US Constitution. They aim to bring law violators to justice, gather intelligence to protect against external threats, and defend against terrorist attacks and cyber threats. FBI employees are expected to act with dignity, integrity, respect for law, and obedience to the Constitution. The organizational values include accountability, respecting human dignity, and acting with compassion and fairness.
This document analyzes the front cover design elements of a professional music magazine. It discusses the masthead, main coverline, coverlines, image, and extra elements like price/barcode and buzzwords. The masthead identifies the publication brand. The main coverline promotes the primary feature article, in this case about Jamie T. Smaller coverlines advertise additional inside content. The central image of Jamie T draws in fans and indicates the main feature. Extra elements provide publication details to entice readers.
This document discusses obesity as a global health issue and examines some of the ethical considerations around obesity. It provides background on obesity, including definitions and measurements. Some key areas of debate discussed include whether individuals have autonomy over their own health decisions or if governments/healthcare providers should take a more active role; issues of stigma and responsibility around obesity; and debates around paternalism and intervention. The document explores these complex ethical issues around balancing individual rights with societal obligations to address the growing obesity epidemic.
P. William Zivanchev is seeking an IT or operational management position utilizing his background in computer science, operations management, and over 10 years of experience in customer service and quality assurance roles at Cox Communications. He has a BSIT in progress from University of Phoenix and various technical certifications. His experience includes analyzing work orders and trends, developing audit processes, and providing technical support to customers via phone. He also has experience in self-employment providing consulting services and as a department manager for a travel agency.
This short document promotes creating presentations using Haiku Deck, an online presentation tool. It encourages the reader to get started making their own Haiku Deck presentation and sharing it on SlideShare. In just one sentence, it pitches the idea of using Haiku Deck to easily create engaging presentations.
Koristili smo ovaj materijal kao pripremu za pismeni zadatak.Učenici su bili oduševljeni,a ujedno smo bili i deo kampanje NEGUJMO SRPSKI JEZIK,JER ON NEMA NIKOG DRUGOG OSIM NAS!
This document summarizes a presentation about deploying OpenStack with Red Hat Enterprise Linux OpenStack Platform (RHEL OSP) 7 and Director. It discusses:
1. What RHEL OSP Director is and how it is used to install, configure, and monitor RHEL OSP deployments through mechanisms like installing the installer, identifying target hosts, managing content, defining topology, and provisioning hardware.
2. How RHEL OSP Director uses upstream OpenStack components like TripleO, Ironic, and Heat along with Puppet to deploy the undercloud management nodes and overcloud workload nodes.
3. The steps to deploy the undercloud and overcloud through the director including configuring the undercloud, discovering
This document outlines the reading lists and themes for a literature class covering works from Greco-Roman times through Modernism. For each historical period, 5-6 representative works are listed along with 3-5 themes addressed in the assigned readings, such as the struggle between free will and fate in ancient Greece/Rome or the impact of industrialization and new social classes shown in Victorian literature. Students are also encouraged to watch movie adaptations of the works to enhance comprehension.
The document describes the process of designing a magazine cover. It begins by selecting an image and making a copy to avoid mistakes. Then, a masthead is designed using simple box and text tools with embossing. Next, a bar code and positioning statement are added, along with a free poster advertisement. The main coverline and sub-line are added next, using different fonts and effects to make the main line stand out more. Coverlines are then added to the right side with small boxes behind the text to make it stand out from the background.
The document describes the process of designing a magazine cover. It begins by selecting an image to use. A new page is made with the image to avoid mistakes on the original. Then a masthead is designed using simple box and text tools, with embossing and beveling to make the text pop out. Next, a bar code and positioning statement are added, along with a free poster advertisement. The main coverline and sub-line are added next, using different fonts and effects to make the main line stand out more. Coverlines are then added throughout the page, with small boxes behind the text to make it stand out from the background.
This document provides an overview of the estimation workflow in the eResource printing ERP system. It includes details on setting up paper masters, item masters, consumables, fixed assets, and generating estimates and quotations. Screenshots and descriptions are provided for key screens like the asset master, item master, process charges, estimation requirements, and generating quotes. The goal is to explain the complete end-to-end process for creating estimates within the ERP system.
Off the Grid Public Relations provides various marketing and public relations services including advertising, blog development, email marketing, social media, and public relations. They have case studies for several clients that demonstrate their success in increasing ticket/product sales, membership signups, website traffic, and media coverage for clients in various industries like healthcare, solar energy, and aerospace. Their client testimonials praise their strategic insights and ability to deliver measurable results that meet or exceed expectations.
Nicholas Clementi is an experienced CEO and executive consultant with over 30 years of experience turning around struggling companies and helping them achieve growth. He has served as CEO for numerous companies in various industries, including toys, games, publishing, and manufacturing. Through assessment of operations, installation of new leadership and processes, and realignment of business strategy, he helped stabilize companies, improve profitability, and prepare businesses for future success, often facilitating their sale. His approach involves understanding the business, assessing strengths and weaknesses, implementing quick corrective actions, and ensuring management and ownership goals are aligned.
This document provides a summary of an individual's professional experience and qualifications. The individual has extensive experience in business expansion, marketing, strategic partnerships, and leadership. Areas of expertise include business growth strategies, marketing, partnership development, revenue generation, and public speaking. Notable roles include consulting to help companies expand revenue, partnerships, and leads through marketing and business development. The individual also has experience leading teams and business units to achieve significant growth.
Management consultants help businesses solve problems by diagnosing issues, recommending solutions, and helping with implementation. Alexander Bain focuses on strategic consulting for small and medium enterprises. They provide advice in areas like organizational strategy, functional strategy, and help clients address challenges like outdated business practices limiting growth. Case studies show how they conduct business reviews, identify customer needs, and recommend testing ideas through minimum viable products before large investments. Their goal is helping businesses achieve exponential growth through transformational changes to operations.
JAnderson_BusinessDevelopmentExecutiveJon Anderson
Jon D. Anderson has over 30 years of experience in business development, sales management, and strategy consulting. He has a proven track record of generating revenue growth through new business development, sales team building, and strategic partnerships. Some of his accomplishments include increasing revenue at various companies by 30% or more and developing new markets representing over 30% of annual targets. He has expertise in diverse industries including compliance services, background screening, life sciences, and engineering.
Charles Coscia has over 25 years of experience in business development, sales, marketing, and customer relations. He has a track record of success growing revenue and developing new business opportunities across various industries. Coscia is skilled at maintaining key client relationships, negotiating agreements, and consistently exceeding sales goals.
Bruce Freeman has over 7 years of experience in solar sales and expertise in the North Carolina solar market. He built a successful solar EPC company from the ground up and has a track record of $4.5M in solar sales. Freeman is NABCEP certified and recognized for his technical skills and expertise in all PV system components. He has developed a strong network of contacts in the solar industry through partnership with one of the nation's largest solar EPC companies.
Real intelligence, measuring marketing performanceNigel Keats
Real Intelligence provides marketing analytics services to measure the effectiveness of marketing activities and determine their return on investment. Through econometric analysis and modeling of customer data, they can identify which elements of a marketing program are most impactful, how costs and sales are influenced by different factors, and how to optimize marketing spend. As a case study, they worked with an organization promoting smoking cessation to measure the contributions of different advertising channels, identify inefficiencies, and guide improvements to optimize registrations for the program.
Kenneth Sussex has over 25 years of experience in business development, operations, marketing, and strategic planning. He has held leadership roles at restoration companies, including Vice President of Regional Manager for Response Team One and Director of Business Development for Paul Davis Restoration and Remodeling of SE Wisconsin. He has a track record of developing innovative marketing programs, strategic plans, and operational processes that increased sales and profits. Previously, he was the owner of Paul Davis Restoration and Remodeling of SW Michigan, growing it into a highly profitable franchise.
Electrify is a brand engagement agency seeking £200k total investment. The funds would provide marketing and working capital to support longer sales cycles. Electrify designs integrated campaigns using live brand experiences, social media, and content to drive advocacy. Their clients include major brands in electronics, FMCG, finance, and online sectors. Forecasts estimate £1.49-1.93m in revenue and 15-23% net margins for the remainder of 2013, growing to £1.73-3m revenue and 15-28% net margins in 2014.
- Richard Gatz is a sales management professional with experience leading teams and driving revenue growth for technology companies. He has expertise in strategic planning, business development, sales operations, and turning around underperforming organizations.
- Gatz holds an MBA and has launched new products and programs to increase sales, diversify offerings, and generate over $2 million in new revenue opportunities.
- His career includes regional leadership roles with HP, Belkin, and startup companies where he developed sales strategies, trained teams, and exceeded sales goals.
B Corporations are a new type of for-profit organizations that meet a high standard of social and environmental performance, transparency and accountability. They redefine success in business by competing not to be the best in the world, but to be the best for the world.
By introducing the concept Andreas shared how to become a B company and what the benefits are.
Christopher Rice has over 15 years of experience in sales leadership, business development, and account management. He has a proven track record of growing sales through key account relationships and more than doubling sales during his tenure at various companies. Rice leverages a consultative sales approach to become a trusted resource and build strong, sustainable business relationships.
Anthony Cattapan: Exploring the Journey of a Financial Luminaryanthonycattapan1
Embark on a journey into the world of finance and accounting as we explore the extraordinary career of Anthony Cattapan, a luminary in the field and an accountant par excellence. In this illuminating narrative, we delve into the various facets of Cattapan's life, uncovering the key milestones that have defined his remarkable trajectory.
Best Practices For Enhancing Vendor/Reseller RelationshipsChannelinsight
How do channel partners view their vendors? How do vendors view their partners? Is it a duel or a dance? How far can manufacturers see down the channel? Which incentives motivate partners and which don't? Based on a survey conducted by an independent research firm, the Silicon Valley Research Group, this eBook offers information and insights on all these questions, and more. The book provides foundational information to help with channel partner management and offers best practices for channel data management that can help you strengthen and improve your partnerships – resulting in channel sales growth.
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Alan M. Kahn is an experienced senior leader with a background in business turnaround, restructuring, sales, marketing and operations. He has led companies through change to increase shareholder value. He is skilled at identifying core strengths and exploiting them to increase revenue, profit margins and market share. He has experience in manufacturing, service, non-profit and government sectors serving national and global markets.
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This document provides a statement of qualifications for Jacob Cane & Co., a marketing consulting firm. It outlines their services in market, design, and consult categories. Their market services include municipality marketing, business marketing, event promotion, and content marketing. Their goal is to help clients achieve their dreams through consistent brand messaging and marketing strategies that are tailored to each client.
1. 626 Brass Castle Road, Belvidere, NJ 07823-2725 M: (908) 296-1156 P: (908) 453-4065
Active Member-Institute of Business Forecasting & Planning (IBF), St John’s University, NY
Active Member-International Association of Broadcasting Manufacturers (IABM)
Page1
…..helping under-performing companies
…..become strong, growing companies
AT A GLANCE:
WHO: Seasoned US-based TV equipment manufacturer with international customer
base
WHAT: Flat revenue growth due to reseller apathy
HOW: Uncovered damaging and ineffectual reseller communications and restructured
network from the ground up.
This is an actual case study of how GEA & Associates identified and corrected a problem in a
vendor company’s reseller distribution program, which resulted in improved reseller relations,
and subsequent increases in revenues for the company1
.
THE COMPANY:
Company A has been manufacturing professional TV products for over 20 years, with
revenues holding in the mid-$20M range without measurable growth. An established company,
not a start-up, they had been operating under the same procedures developed many years ago.
THE PROBLEM:
Revenue growth was flat. Senior management suspected a major part of the
problem was a serious disconnect between the Company and its resellers.
Historically, reseller sales had comprised about 85% of the company’s total
revenues, the remainder being direct sales. GEA was engaged to identify the
issues contributing to lagging sales and to recommend solutions.
THE SITUATION:
GEA immediately initiated meetings with several members of the support staff and their
supervisor to learn what procedures were used to communicate with resellers, and also to
uncover their efforts to keep them engaged. They all agreed that resellers were crucial to the
Company’s success, but they feared interest in the company’s products was waning despite the
new product literature, and price lists, special promotions, and press releases that were
distributed, both electronically and via postal and delivery services.
At the conclusion of the first session, each member of the staff was instructed to bring a
printout of the official reseller lists to the next meeting. It was discovered that each had a
1
In the interest of protecting the subject company, all company names and city locations are fictional, but the
case is 100% authentic.
CASE STUDY
Company A
2. 626 Brass Castle Road, Belvidere, NJ 07823-2725 M: (908) 296-1156 P: (908) 453-4065
Active Member-Institute of Business Forecasting & Planning (IBF), St John’s University, NY
Active Member-International Association of Broadcasting Manufacturers (IABM)
Page2
different list comprised of 30-35 company names with little commonality. There was no single
official reseller list, and therefore most of their efforts were wasted on contacts that were not, in
fact, at all interested in the Company’s products or communications.
THE SOLUTION:
We then set out to determine who the real official resellers were. By definition an official
reseller was an agency with whom Company A had a reseller contract, and that contract had
two signatures on it; the reseller’s signature, and the Company signature. When the Company
database was accessed, only 9 contracts appeared, and NONE of them had dual signatures.
There were, officially, NO authorized Company A resellers. Confidential Reseller Trade
Discounted Price Lists were being sent to agencies around the world that had no reseller
agreement.
This called for a complete revamping of the total reseller program. GEA immediately:
A. Determined what senior management wanted to include in the reseller
program, i.e., pricing and discounts, territories, collateral support,
advertising co-op programs, trade show support, training, forecasting
of future orders, etc.
B. Drafted new domestic and international reseller agreements.
C. Determined who the company wanted to sign as an official reseller.
D. After conferencing with Company A’s Accounts Receivable
department, contacted each reseller that was not going to be signed and notified them
that we would cease doing business with them in the next 30 days (a grace period).
E. Contacted each reseller that we did intend to franchise, and explained the new reseller
program to answer any questions, and to get their commitment to the new program.
F. Completed and mailed new reseller agreements.
G. Upon receipt of the executed agreements, created ONE official reseller distribution list.
Only the supervisor was authorized to make changes to the list. Only resellers on this
list were allowed to receive confidential reseller information and place orders at the
reseller trade discounted prices.
H. Created a procedure for franchising new resellers who wished to be franchised.
RESULTS:
1. With an official list, we immediately eliminated the “guesswork” which had been
prevalent within the order department. The order department began to function much
more smoothly, efficiently and productively.
2. All resellers knew who the other resellers were, who they may be competing
with on any given order. And more importantly, who was not franchised, and
who they would not be competing with. Reseller relationships with
Company A dramatically improved. Consequently, reseller interest in
Company A’s products increased as well. They became enthusiastic!
3. Within six months the reseller sales increased approximately 12%, a net increase of
approximately $ 2.4 million.
3. 626 Brass Castle Road, Belvidere, NJ 07823-2725 M: (908) 296-1156 P: (908) 453-4065
Active Member-Institute of Business Forecasting & Planning (IBF), St John’s University, NY
Active Member-International Association of Broadcasting Manufacturers (IABM)
Page3
LOOKING FORWARD:
Company A’s Sales Management has enthusiastically continued with the
revised reseller program, and has enjoyed both increasing reseller sales for the
past 4 years, and continued reseller loyalty. Reseller sales once again have
grown to a level in excess of 85% of total company revenues. Since all resellers
are known and recognized within the reseller network, the inter relationship and
cooperation between individual resellers is at an all-time high. Everyone wins!
ABOUT GEA & ASSOCIATES:
GEA is a highly respected consulting firm, working directly with manufacturers/vendors in the
Broadcast and Media Technology (B&MT) industry, to improve their profitability through
increasing sales and decreasing selling costs. The emphasis is on streamlining sales operations
and procedures, revitalizing under-performing reseller sales channels, uncovering high sales
opportunity countries, eliminating wasteful non-producing regions, forecasting and planning
monthly/quarterly and annual sales, and organizing territories and assigning sales targets and
quotas.
To support this work GEA produces periodic research Newsletters and Quarterly Industry
Economic Reports to highlight geographic regions/countries that are revenue targets for
increasing sales. We also do in-depth studies of CapEx and OPEX financing availability, to
assure that the dedicated sales efforts expended produce actual orders and revenues.