My competitors are also my key distributors - how can I protect and improve my market power?
Like many of Ocean’s projects, the understanding of the customers, their needs and key purchasing criteria were crucial in developing a recommendation for our client. On the back of more than 40 key customer interviews worldwide, detailed sales data analysis and distribution channel reviews, we proposed to reduce the number of distributors significantly and to develop the client’s own customer interaction, particularly in segments poorly served by the distributors. The recommendations were clearly developed with an eye to cost, risks and upside potential and presented in a business plan to the Board.
