channel strategy Channel Strategy - Market Strategy

Industrial Practice

Frank Lynn, Chairman and Founder of Frank Lynn & Associates, led the firm's industrial practice for over 30 years before his retirement in 2004. Our industrial practice remains committed to helping manufacturers and distributors more efficiently and effectively market their products to their industrial customers.

The industrial practice group focuses on the critical issues that confront manufacturers and distributors. Some key issues include:
Competition from low cost foreign competitors
Global pricing and discount structures
Managing and growing global brands
Consolidation of distributors and manufacturers
Growing power of large national chains
Conflict and competition with retail channels and proprietary products

We have developed powerful tools and proven methods to help our clients understand these issues and build strategies to deliver profitable market driven results. To deliver a market driven solution, we begin by mapping the marketplace, then subjecting this map to analysis via our proprietary tools and frameworks, yielding actionable solutions to the your go-to-market challenges.

We have published numerous bench mark studies on key issues such as the integrated supply market, as far back as 1992. In addition, we periodically publish special reports, white papers and articles related to industrial distribution channels.

Bob Ashby, Manager, is the new leader of the industrial practice.
2010 SCHEDULE
March 17, 2010
Marketing Through Distribution Channels
Use data-driven channel marketing to drive growth in sales and market share.
March 18, 2010
Professional Sales Channel Management
Using proven management tools, frameworks and methods to prepare channel managers to drive sales and market share through indirect sales channels.
April 21, 2010
Strategic Issues in Distribution
New routes to competitive advantage
April 22, 2010
Discount Structure Dynamics
Realistic and workable approach to developing effective channel pricing strategies.
 
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