Case Study
Author: Jon Troy | 5 minute read
The client faced challenges with inconsistent execution of distributor management across their global business, which operates in a mix of Modern and Traditional Trade markets with varying distributor partnerships. To address this, TPG developed a tailored distributor management framework. The process involved four key steps: creating the framework and conducting an initial assessment, piloting it in diverse markets, refining the framework based on pilot feedback, and rolling it out globally. As a result, the client has implemented the new approach across all markets and is on track to complete adoption and assessments in most regions by July 1, 2025.
The Opportunity
Our Client had multiple approaches and inconsistent execution of distributor management across their Global business and were looking for one approach that could be leveraged across their Global business, which is a mix of Modern & Traditional Trade markets with very different levels of distributor partnership.
Distributor Management Framework
The Approach
TPG reviewed the client’s current state and applied our best practice approach to distributor management to develop a bespoke distributor management framework that could be applied across all markets.
- Developed the framework and distributor management assessment.
- Deployed the framework & assessment in 3 very different pilot markets – Peru, Europe, Gulf.
- Adjusted & finalized framework & assessment based on pilots.
- Rolled out to all Global markets.
“We’ve attempted distributor management approaches in the past but they have always been too complicated or lacked enough direction to have an impact on the business. We think the TPG approach is the perfect balance that will deliver meaningful change and be simple enough to execute across our very different Global markets”
The Outcome
Client has deployed the new approach in all markets and is in the process of adopting the framework and conducting assessments in most markets, with the target of complete execution across all markets by 7/1/25.
Meet The Team
Jon Troy
