We know only one thing for certain: there is no golden solution that fits every brand and solves all the problems that come with the traditional wholesale-dealer model. Many of the purported advantages of direct sales via agents can also be replicated in a well-conceived and well-managed dealer system. Switching systems brings inherent risks and investments. And no matter what, system executional excellence is needed to reap the benefits from any system. Instead of simply following the trend toward agent models we strongly suggest that clients find their own way: what we do is make sure they do it right.
With experience from ‘both sides of the table’ and a commercial mindset that goes far beyond slides and spreadsheets we are uniquely qualified to help clients navigate the strategic rapids of this decisive decade.
As strategy, organizational, and operational consultants we design the ideal strategic approach and the best target operating model for the client’s specific brands and objectives
Berylls is the right partner for:
- Sales model optimization including determining the extent of forward integration, from traditional wholesale to direct-to-consumer models.
- Future-proofing of retail formats and network setups.
- Determining the ideal degree of centralization of processes between HQs, regions, and markets – with subsidiarity as a guiding principle.
- Implementing fit-for-purpose governance and steering tools across the complete value chain.
Delivering approaches to upskill and transform sales and marketing teams.