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Case study Digitalization: Digital or non-digital - still a difficult question in building industries

The three-stage sales system in building industries is faced with enormous changes. Digitalisation, as well as new sales strategies by many manufacturers, put pressure on existing structures. On the other hand, new opportunities arise in areas…
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3 New Challenges in Selling Investment Goods

In March I had the pleasure to attend the Technology Services Europe (TSE) - Conference in Munich. Most of the presentations focused on the business model revolution going on in Tech Industries worldwide.  One of my conclusions: there are huge…
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3 Strategies to minimize Distribution Channel Conflicts

Sales Channel conflicts arise when companies open up new ways to deliver services and goods to their final customers, thus bypassing existing channels. This of course creates concerns for existing trade partners. Depending on the power of these…
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Case Study Sales of Innovative Products: Setting up a New Direct Sales Channel opens new Customer Groups

Innovative new products always pose new challenges for companies. The market practice pursued so far often does not allow the new target group to be covered for the new product. Often, these cannot be achieved by the existing sales partners,…