Case Study: a global industrial manufacturing company strengthens distribution strategy with Alexander Group

Global Industrial Manufacturing Company strengthens distribution strategy with Alexander Group

A global industrial manufacturing company was facing a decline in its mid-tier end users and found that its legacy distributors were not providing sufficient value. Their challenge was to develop an improved distribution program structure with focused incentives and to hold their partners more accountable. They engaged the Alexander Group to address these issues and create an executable guide.

The Alexander Group assessed the company's current segments and coverage approach before developing a step-by-step industrial distribution design guide. This guide provided tools and templates for implementing a world-class indirect channel model. As a result, the client division successfully implemented sections of the guide, and the Alexander Group's solution was subsequently utilized to focus the distribution strategy of the company's sister business units.