INDUSTRIAL MANUFACTURERS, ARE YOUR SALES CHANNELS HELPING OR HURTING YOUR BOTTOM-LINE?

Honestly answer "Yes," "No" or "Don't Know" to the following questions:

>	Are my traditional distributors providing sufficient push for my brand?
>	Are integrators and catalog distributors leaving my company without enough large company presence?
>	Am I adequately working at distributors' headquarters and branch levels?
>	Are specialists really adding the value we require? Are there other channels we should be using?
>	Am I adequately covering MRO and OEM markets?
>	Are my channels starting to support competing lines?
>	Do my channels cherry pick my line?
>	Have my new products or services failed to generate the level of sales that I expected?
>	Are my channel partners complaining about price and margin erosion?
>	Are integrators and catalog resellers demanding margins that leave no room for investing in other channels?
>	Am I frequently cutting special deals to appease select channel partners?
>	Are my margins declining while my marketing and sales costs are increasing?

If you answered yes (or don't know) to several of these questions, then the viability of your sales channel program(s) are in question. Companies that have not properly designed their go-to-market programs face vexing problems like these that undermine market and financial performance.

What is the Solution?

To identify the root causes of your go-to-market problems, we have designed a relatively quick, but systematic and objective assessment--"The Industrial Distribution Audit."

The audit is a structured process that we typically complete in less than one week. This includes one day to analyze your sales and channel data, two days of face-to-face activities, followed by one day to complete the formal report.

The industrial audit includes a review of the following:

>	Go to market strategy

- target end-user segments
- value propositions
- market coverage
- types of channels used
- channel conflict management, channel power

>	Marketing and sales organizational structure

- roles, responsibilities and competencies
- coordination and control methods
- staffing levels and reporting structures

>	Supporting programs and tactics

- discounts, rebates and other compensation programs
- training programs
- territory management processes
- distributor account planning
- other

Why Frank Lynn & Associates?

For over 30 years, Frank Lynn & Associates, Inc. has been dedicated to one goal--helping companies design go-to-market strategies that deliver business results. We have extensive knowledge of the industrial market, in virtually all of its sub-segments (power transmission, electrical, safety, etc.) and in both OEM and aftermarket situations. Our clients include small manufacturers in a single niche up to leading industrial powerhouses like ABB, Square D and Rockwell Automation.

The principals of Frank Lynn & Associates can bring market and channel insights to you based on more than 2,500 engagements in a variety of industries. We provide in-depth knowledge and expertise in dealing with the marketing and sale of products and services through direct sales forces and indirect sales channels, such as system integrators, value-added resellers, distributors, dealers, specialty retailers, catalogs and the Internet.

What is the Investment?

A Frank Lynn & Associates' principal leads each "Industrial Distribution Audit." The audit is conducted at the corporate offices of Frank Lynn & Associates in Chicago, Illinois. Your investment in the audit is $18,500 plus direct expenses. This includes one day of preparation, two days of face-to-face meetings, and one day to prepare the final report.

If you schedule an audit in the next 60 days, we will also provide you with the following additional value:

>	A complimentary subscription to our Client Communique and Marketing Through Industrial Distribution newsletters, which are published three and four times each year, respectively, and read by over 12,000 senior executives around the world (Value $300)
>	A 25% discount to our Marketing Through Distribution Channels and Pricing Strategy workshops. We offer each workshop once per quarter at our corporate offices in Chicago, IL (Value $995)

Yes, I am Interested! What are the Next Steps?

Call Bob Ashby, the leader of our Industrial Practice, at (312) 558-4840 to discuss the information requirements and to schedule a date for the audit.

Are There any Options?

Yes, we offer a more extensive assessment for companies that want to expand the scope of the audit to include feedback and perspectives from end users, members of the sales force and indirect channel partners. If you are interested in a more in-depth evaluation, then we will work with you to tailor the audit to best meet your requirements.

Our Guarantee...

Our proprietary audit works. We have over 30 years of proof. Our guarantee is simple, if you are not completely satisfied with our audit, we will resolve your issues or waive our professional fees.

2012 SCHEDULE

March 7

Marketing Through Distribution Channels

Use data-driven channel marketing to drive growth in sales and market share.

March 8

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 11

Strategic Issues in Distribution

New routes to competitive advantage

April 12

Pricing Strategy: How to Design and Implement Effective Channel Pricing

Realistic and workable approach to developing effective channel pricing strategies.


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