AREAS OF EXPERTISE
Aligning Strategy and Sales
Managing Sales Teams and Distribution Channels
- Distribution Strategy & Implementation
- Customer Experience Execution
Customer Demand Creation
- Go-To-Market Analysis
- Sales Operations Analysis
- Sales Operations Process Alignment & Improvement
- Legal Contracts Implementation & Execution
- UP/MAP Policy Implementation & Execution
- Retailer Negotiation & Management
- Retail Pricing Strategy & Margin Stabilization
- Brand/Product Demand Creation
- Technology Platforms Alignment
- Culture Transformation and Internal Resource Alignment
- Organizational Training and Coaching
MY FOUNDATION of standards, systems and processes for executing customer experience focused, collaborative retail partnerships was first developed during a decade of sales leadership in the Customer First culture at Bose Corporation.
MY EXPERIENCE is in navigating dozens of clients through a proven go-to-market transition methodology that mitigates the cost, risk, and uncertainty of trial and error tactics.
THE HARD WORK
I’ve worked through the ranks of manufacturers, retailers and distributors, I know their operations intimately from the inside. I’ve been immersed being a passionate, pragmatic change agent supporting diverse clients for over a decade. I’m not a start-up or an ‘App’ or a software subscription or under pressure for ROI from investors. I’m working person to person with clients to solve their real problems.
ROOT OF ALL EVIL
The transactional revenue addiction of more orders from more distribution with no control of what happens to the product between the warehouse and the consumer is the root of all evil, it’s what’s creating all the pricing problems and fueling the suffocation of soulful brands. The Internet economy provides the opportunity to generate MORE revenue from LESS retail partners who do business with your brand in a meaningful way.
REAL PRICING POLICY EXECUTION EXPERIENCE
Most TALK about implementing a MAP/UP policy, I personally launched the Bose Unilateral Minimum Retail Price (UMRP) policy to their national accounts and led the execution for 10 years as the Director of Sales, North American Sales Organization. Widely regarded as the platinum standard of price maintenance policies, it enables Bose to stabilize offline and online pricing to this day.
“Retail Price Maintenance execution falls apart at Sales & Marketing if they cannot lead and execute. Bill understands the legal aspects of the program and can provide a vital bridge for the sales group and legal advisors. A pricing policy will not be effective without sales and legal folks on the same page to create a successful retail program and minimize legal risk.”