Commercial Resource Optimization

Commercial Resource Optimization

Commercial resource allocation is any initiative that aims to accelerate growth by making better use of the current available resources. Typically, this means intentionally allocating resources across brands, customers, and geographies. Analysing businesses through the lens of resource allocation has consistently delivered incremental growth across a range of industries and geographies. We have a range of proprietary tools that enable us to deliver growth-accelerating analysis and insights in a short timeframe, with minimal disruption to the local team.

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Steve Maughan

Partner

Joey Domagala

Manager

Ralph Heuser

Senior Advisor

Capabilities & Solutions

Sales Force Optimization

Your business is always changing. There may be new launches, loss of patent exclusivity, or a significant competitive launch. With every significant change you need to decide if you have the right sales force headcount, focusing the right amount of selling time on each brand, and structured in a way to provide optimum support for the brands and evolving customer base. This is where our Sales Force Optimization approach can provide the clarity and direction needed to maximize the growth of your business.

Territory Design & Alignment Consulting

Sales territory design is an often-overlooked way of enhancing productivity. It is not a trivial task, but we can help you balance the workload and potential across the geographic territories. We utilize AlignMix — our sales proprietary technology — to design balanced and productive territories. We also offer a standard transparent pricing model for our territory design work that ensures there are no hidden fees or surcharges.

Customer Segmentation

Customer segmentation is the allocation of effort across the customer base. Implementing a robust customer segmentation approach is often the quickest and easiest way to add value to a sales organization. It is also the foundation of many productivity initiatives. We work with clients to create simple customer segmentation schemas that help the sales force focus on the customers that are most likely to grow.

Multi-Channel Resource Optimization

Post COVID there is widespread interest in utilizing other channels to communicate with customers. We work with clients to help them understand which brands are suited to each channel and how much resource each brand should receive. Our Hydramix approach provides transparency to this question and delivers a multi-channel-optimized solution.

Contact Us

Steve Maughan

Partner

Joey Domagala

Manager

Ralph Heuser

Senior Advisor
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