My decade of experience building the Bose wholesale brand culture through the ‘Customer First’ lens of Dr. Amar G. Bose forms the foundation of The Marketplace Power Mindset.
AREAS OF EXPERTISE
- Culture Transformation
- Management Coaching
- Change Management
- Customer Experience Execution
- Sales Strategy & Execution
- Sales Operations Process Alignment & Improvement
- Distribution Strategy & Implementation
- Channel Management
- Retailer Negotiation & Management
- Retail Price & Margin Stabilization
- Legal Contracts Implementation & Execution
- UP/MAP Policy Implementation & Execution
- Product Demand Creation
- Internal Resource Alignment
- Technology Platforms Alignment
- Public Speaking
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.”