Who I help
Factory gate to trade counter.
I've sold for a manufacturer, run a distributor's trade channel and worked on the merchant's side of the counter. Each has its own leaks. Here's what I see, in your words.
Manufacturers and suppliers
Good product. Two steps from the people who use it.
What I do about it
I work alongside you as a commercial partner, two days a month: sales structure, pricing and margin, national accounts and buying groups. I build the tools that take the admin off your team, so meeting prep and follow-up actually happen. And if you want a direct line to the trades, I've opened one before without a single merchant walking away.
Sound familiar?
- You can't get into the range review, and by the time you hear about it a competitor's in.
- Your reps have become expensive postmen: drop-ins, catalogues, a coffee on the counter.
- The CRM exists. Nobody uses it, and follow-up depends on who remembers.
- You'd like to get closer to the trades who use your product, and you're worried it means war with the merchants.
Builders' merchants
Busy yard. Quiet margin.
What I do about it
I start with a number: what walked out of your branch because it wasn't on the shelf. Then, if it's worth going after, twelve months in your business making the change stick, with your people, until it runs without me.
One merchant per trading area. If I'm already working with your competitor, I'll tell you, and I won't take the work.
Sound familiar?
- Gaps on the shelves that nobody notices until a quiet Tuesday afternoon.
- Reorder levels set in the system and never used.
- Vans back at half two, gates locked at ten past five.
- Money given away at the counter, and rebates nobody's tracking.
Distributors and wholesalers
Squeezed from both ends.
What I do about it
I've sat in the middle. I help distributors earn their place in the chain: ranging on sell-through rather than rebate, account plans that grow share, and availability that makes you the easy choice for the merchant and the manufacturer.
Sound familiar?
- Suppliers testing direct routes. Merchants buying harder.
- A range that's grown faster than anyone can manage.
- Account managers who look after accounts, rather than grow them.
- Rebates deciding the range more than customers do.
Not ready to talk yet?
Take the Growth Score.
Twenty-four questions, under ten minutes. Your report arrives by email straight away: where you're strong, where you're leaking, and what to do first.
Start the Growth ScoreReady now?
Book a 30-minute diagnostic call.
Your two weakest stages and the first fix, whether or not we ever work together.
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