Distributor Team Assessment to build Capability to achieve Growth

Client – Multinational Industrial and Automotive Lubricants company
Region – Global

Context

• Client wanted to assess the Distributor Management Capability of Internal & Distributor teams on standardized benchmarks globally
• Their aim was to build higher growth levels targeted through specific channels serviced by Distributors

Action

• Detailed diagnostic on 8 identified parameters was done  to assess the Distributor Management capability of teams across more than 10 countries
• Assessments were undertaken and detailed action planning was put in place across all parameters to meet improved capability

Results

• Standardized capability view across all identified geographies
• The capability of Distributor Management teams was improved on all parameters