PROGRAM DESIGN, LAUNCH & IMPLEMENTATION

Solving the toughest issue in retail starts with developing a roadmap to maximize total enterprise value while addressing stakeholder needs across all channels of distribution. Dealing with one channel in isolation leads to misalignment, “bad actors” and unintended consequences, both internally and externally. OPTIVATIONS partners with companies to design and launch the strategy that is right for a given brand’s objectives and stage of development.

OPPORTUNITY EVALUATION
  • Goals & financial performance objectives

  • Current go-to-market approach

  • Existing challenges/opportunities

  • Observations & recommendations
     

ROADMAP & ACTION PLAN
Online Marketplace
  • Brand positioning

  • Product segmentation

  • Price positioning & control protocols

  • Marketing & promotional programs

  • Digital platform participation (e.g., Amazon, eBay, Jet, Walmart, Buy)

  • Go-to-market format execution (e.g., Direct, Fulfilled By Amazon, Third Party)

  • Organization & partner roles

  • Company-owned direct channel integration
     

Traditional Sales Channel

  • Omni-channel strategy

  • Dealer & distributor structure

  • Wholesale price, discount & promotions

  • Sales team targets

  • Incentive compensation

  • Organizational alignment

IMPLEMENTATION
Online Marketplace
  • Establish wholesale/retail dealer policies

  • Build internal & partner teams

  • Establish marketplace relationships / agreements

  • Set wholesale pricing & programs

  • Create / re-launch marketplace presence

  • Establish third-party vendor credentials

  • Develop revenue forecasts
     

Traditional Sales Channel

  • Reformat dealer & distributor agreements

  • Reposition distribution rights

  • Refresh wholesale control protocols

  • Establish reseller policies

  • Refine wholesale pricing, promotions & discount programs

  • Revise sales team targets & compensation

  • Rebalance organization & roles

© 2020 by OPTIVATIONS