Expanding through indirect channels. Grow quickly with less investment.

1. Blackboard Chat
Gaining Market Share
Through
Indirect Distribution

2. Which go-to-market strategy
might be the right fit
for your organization?
© On The Mark Consulting, 2011
2

3. Need:
Your company wants to grow
Goal:
Maximum Market Penetration with measurable
customer satisfaction at the lowest cost of
acquisition
3 © On The Mark Consulting, 2011

4. There are only 3 possible
growth strategies your
company can use...
© On The Mark Consulting, 2011
4

5. Growth Strategy #1
Company Controlled
© On The Mark Consulting, 2011
5

6. Growth Strategy #1 - Company Controlled
Develop locations which are
operated by your company
© On The Mark Consulting, 2011
6

7. Growth Strategy #1 - Company Controlled
The Advantages
Total control of:
The customer experience
Branding/Marketing messaging
Merchandising standards
Operational standards
Business processes
Locations
Employees
© On The Mark Consulting, 2011
7

8. Growth Strategy #1 - Company Controlled
Company controlled will only work with...
Significant financial resources
Recruiting & training
Market research
Location research
Standards development
Time
© On The Mark Consulting, 2011
8

9. Growth Strategy #2
Buy Growth
© On The Mark Consulting, 2011
9

10. Growth Strategy #2 - Buy Growth
Buy or merge with a competitor or establish a
cross-marketing partnership with another company
in a compatible market space
© On The Mark Consulting, 2011
10

11. Growth Strategy #2 - Buy Growth
The Advantage
Leveraging the exisitng resources of others
© On The Mark Consulting, 2011
11

12. Growth Strategy #2 - Buy Growth
Buying growth will only work with...
Significant financial resources
Recruiting, training & retention
Financial due diligence
Change management
Successfully combining cultures
Time
© On The Mark Consulting, 2011
12

13. Growth Strategy #3
Indirect Distribution
© On The Mark Consulting, 2011
13

14. Growth Strategy #3 - Indirect Distribution
Build an indirect channel of distribution
© On The Mark Consulting, 2011
14

15. Growth Strategy #3 - Indirect Distribution
The Advantage
Leveraging resources of others
Capital contributors
Vested interest in your company’s success
Concentrated effort
Entrepreneurial enthusiasm
Environmental control
© On The Mark Consulting, 2011
15

16. What is an
Indirect Channel of
Distribution?
© On The Mark Consulting, 2011
16

17. Indirect Channels of Distribution
are growth strategies used by
1000’s of organizations worldwide
in many different industries
© On The Mark Consulting, 2011
17

18. What are some
examples of
indirect channels of
distribution?
© On The Mark Consulting, 2011
18

19. Growth Strategy #3 - Indirect Distribution
Types of indirect distribution
(descriptions may vary by industry)
Franchising
Direct selling dealers/partners/retailers
Distributors
Value added resellers (VAR)
Master distributors
Licensing
Joint ventures
Authorized partners
Sub-dealers
Independent sales representative/agents
© On The Mark Consulting, 2011
19

20. We Can Help...
If you’re a looking for answers on how to increase sales, revenue and
drive profitability while capturing additional market share through
Indirect Distribution we should talk...
Mark Doornbosch - Sales Sensei and Master of Marketing Zen
404-932-5560
Marketing.Zen@att.net