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WHOLESALE PARTNER EXECUTION MAKES OR BREAKS A PREMIUM BRAND

Foundations:

  • Product Innovation – Table stakes
  • Brand EquityThe most valuable, sustainable competitive advantage
  • Customer ExperienceA complete understanding of why your consumer buys
  • Channel ManagementThe linchpin for success, primary area of self-inflicted errors

Essentials:

  • Brand StoryThe brand IS the story told
  • Capturing AttentionAttention is scare and it’s the mother resource
  • Strategic PartnersWho you sell to matters
  • Category ShareCore category leadership with Strategic Partners

Outcome:  Accelerated Profitable GrowthSuccessfully pivot from the outdated, brand killing ‘Revenue Attainment at Any Cost’ mindset. 

CREATING WHOLESALE PARTNER ALIGNMENT IN THIS NEW ENVIRONMENT OF ATTENTION SCARCITY AND PRODUCT ABUNDANCE

What I’ve Learned

  • Brands generally think of this as an outward focused strategy, but it must be coordinated within the organization to be effective.
  • If internal systems and processes—especially between Leadership, Sales, and Direct-To-Consumer (DTC) Ecommerce departments—are siloed, executing the external dynamics of product distribution, and pricing, are fatally flawed from the start.
  • The shortcomings of internal systems and processes are the root cause of the self-inflicted unforced errors that lead to The Commoditization of Premium Brands.

Why It Matters

  • It is the responsibility of the brand to create a price stabilized market environment, to drive revenue without the need to discount, not the retailers.
  • We have decades of in-the-trenches foundational knowledge of what it takes to build a successful, in-demand, premium consumer brand and effectively manage distribution channels.
  • Those experiences have formed the basis for our integrated Wholesale Partner Execution Framework, that has been further refined over years with leading premium consumer brands.
  • The DecisionsGPS Wholesale Partner Execution Framework mitigates the cost, risk, and uncertainty of trial-and-error tactics that result from piecing together a patch work of homegrown processes, and frequently ineffective, disparate 3rd party ‘solutions’.

WHOLESALE PARTNER EXECUTION METHODOLOGY

The Levers That Move The Business Forward

“I hear everything you’re saying, I love it and I don’t think I’ve ever had a guest pull together so much of what we talk about here on the podcast like you!”

Kristin Carpenter, Host & CEO/Founder, Verde Brand Communications
PODCAST CLIPS

WHEN WHOLESALE PARTNER EXECUTION FAILS

“Most sales leadership has not properly evolved for the vicious forces of online E-commerce”

James Thomson, Partner, Buy Box Experts

“12% of respondents strongly agreed their leaders had the right mindset, 9% strongly agreed their leaders had the proper skills to lead in the digital economy.”

Internet pricing and stabilizing margins
  • ‘I know they’re toxic, I can’t lose the revenue’

  • ‘Do What it Takes to Hit the Number’

  • ‘We’ve Always Done it this Way’

  • Ill Conceived Ecommerce & Amazon Strategies

  • Using MAP as a Weapon

  • Every Order is a Good Order

RECENT CLIENTS AND FOUNDATIONAL HERITAGE

Vision Werks in your inbox

“Working with you at the fundamental level in addressing root cause and making the hard decisions to set brands up for success should be a prerequisite for becoming an Indigitous client!”

Larry Pluimer, Founder Indigitous & Prime Gear Direct

“You started the brand protection industry”

Lisa Stein, Founder , ORIS Intel/Prowl now Price Spider

LET’S START A CONVERSATION

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