Manufacturers
The rapid change in the Business Supplies market is accelerating the need for new approaches to existing partners, developing new partnerships and diversifying quicker within the sector.
B2B Product Consulting understand the challenge and can create with you the solutions to grow, innovate and derisk.
Distributors
The Business Supplies market is open for new distributors but the challenge for new and existing players is relevance to suppplier and reseller partners.
B2B Product Consulting understand the challenge and have a One Wholesaler programme designed to give you the next generation solution.
Resellers
The market structure continues to evolve and the need for new supplier options, new delivery solutions and increasingly your own stock solutions to grow.
B2B Product Consulting understand the challenge and have a wealth of sourcing solutions, emerging category knowledge and experience to share with your teams.
For Manufacturers, Brands and Importers
Results
- Aligned Channel Strategy
- Improved Commercial Terms
- Category Development and Growth
- Sales Growth
Market Challenges
•Access to the market for the full product offer
•Existing partner range limitations and decline
•Inflexible & ineffective commercial agreements
•Exposure to risk in Distribution
•Traditional marketing approach impact
•Implementing more flexible pricing models
•Uncertainty around how to enter or scale emerging product categories
•Lack of transparency through the supply chain
•Limited direct engagement with resellers
•Need for new entrants/solutions
•Making positive change happen
Rethink, Align and Change
A methodology designed to reexamine and build a more successful approach to the market or start you off with everything you need to know in advance.
Distribution Strategy:
Rethink your route-to-market with tailored distribution model and channel strategies, and build a roadmap to achieve your goals
Commercial Effectiveness: Redesign agreements to focus on strategy objectives, preferred outcomes, and driving added value
Data Insights:
•Market Analysis and Opportunity: Guidance on access to data, increase market knowledge and understanding, and utilisation for commercial benefit
•Category Analysis and Opportunity: Analysis of market position with change recommendations; identify new categories to enter aligned to market trends and reseller demand; new category sourcing proposition
Commercial Benefits
Set your Channel and JBP Strategies
•Supply chain alignment: give clarity of role and expectations
•Focus: on each partners’ core function and incentivise high performance
•Identify and fix gaps: discover and solve the missing pieces that create under performance.
Informed Decision Making
•Transparency through data: build understanding and control to proactively manage the market
•Challenge your knowledge: in-depth understanding of distributor/reseller perceptions and perspectives
Maximise Commercial Agreements:
•Reward delivery: Introduce the right incentives for the outcomes your brand requires
•Reduce waste: Create better commercial outcomes from the same funding
•Airtime: Increase your brand awareness and presence where you need it
Accelerate Category and Product Development:
•Category understanding: Overview of you and your competitors’ positions, and new opportunities identified
•Future sourcing: explore and deliver sourcing and product propositions.
Increase Sales Potential:
•Create the right environment: Align your channel strategy, channel partners, commercial agreements, product development and investment in resource to give the best environment for your sales team to succeed.
Service
Options
Strategic Review:
Assessment of current distribution setup and commercial agreements
Agreement Design:
Identify core objectives and design a better structure to achieve them alongside negotiation support
Category Roadmaps:
Market insight reports and sourcing strategies for new product lines
For Distributors
and Wholesalers
Results
- Cost Price Reductions
- Improved Commercial Terms
- Category Development and Growth
- Own Label Growth
- New Distribution Model
Buying
Better
The two strands to our Buying Better proposition is strategic sourcing and cost optimisation.
Strategic Sourcing
•Review of existing approaches and actionable recommendations
•Market Mapping
•Direct to Source strategies
•Opportunities and risks of Global Sourcing
•Upskilling your organisation for continuous improvement
Cost Optimisation
•Total Cost of Ownership
•Should Cost Model and approach
•Achieving cost reductions in an inflationary environment
•Successful benchmarking
•Finding leverage
Category &
Own Label
Solutions designed to identify emerging categories, develop under performing categories or rethink existing core categories.
Category Development
•Category Analysis and Trends
•Market Mapping
•Category Planning
•Joint Business Planning
•Choosing the right partners for category development
•New Product Development
•Category Roadmaps
Own Label Development
•Role of Own label
•Own Label creation
•Global Sourcing Solutions
•Product Roadmaps
One Wholesaler
An all-encompassing solution to develop and deliver the next evolution of the distribution model.
•Diversification
•Product listings
•Commercial agreements
•Fill rate
•Delivery solutions
•Pricing competition
•Data
•Marketing
•Channel discipline
•Outsourced specialists
This is a unique programme of business transformation
Service
Options
Strategic Review:
Assessment of current approaches to Purchasing and/or Product by Category with recommendations
Category Design:
In depth review and redesign of the category approach through both buying better and category development recommendations
Category Implementation:
Creation and supporting the completion of the Category Design plan to deliver tangible results
One Wholesaler programme:
Long term partnership on proposition redesign and implementation
For Resellers
Results
- Cost Price Reductions
- Improved Commercial Terms
- New Sources
- Category Development and Growth
Market Challenges
Digitisation and core volume decline
Competitiveness
Development of emerging markets and categories
Knowledge acquistion and upskilling
Broadening Competitors: Marketplaces, Procurement Agencies, Distributors
Complexity of required product offering
Purchasing and Product resource relative to size of range
Buying
Better
The two strands to our Buying Better proposition is strategic sourcing and cost optimisation.
Strategic Sourcing
•Review of existing approaches and actionable recommendations
•Market Mapping
•Direct to Source strategies
•Distributor options
•Opportunities and risks of global sourcing
•Upskilling your organisation for continuous improvement
Cost Optimisation
•Total Cost of Ownership
•Should Cost Model and approach
•Achieving cost reductions in an inflationary environment
•Successful benchmarking
•Finding leverage
Category and Own Label
Solutions designed to identify emerging categories, develop under performing categories or rethink existing core categories.
Category Development
•Category analysis and trends
•Market Mapping
•Category Planning
•Joint Business Planning
•Choosing the right partners for category development
•New Product Development
•Category Roadmaps
Own Label Development
•Role of Own Label
•Own Label Creation
•Global Sourcing Solutions
•Product Roadmaps
Service
Options
Strategic Review:
Assessment of current approaches to Purchasing and/or Product by Category with recommendations.
Category Design:
In depth review and redesign of the category approach through both buying better and category development recommendations.
Category Implementation:
Creation and supporting the completion of the Category Design plan to deliver tangible results.
Upskilling:
A personalised programme to develop your staff with external expertise to increase their contribution to the business and improve your ability to retain talent.