A successful distributor business in the future looks very different from the one 20 years ago or even today. Our best shot is to accelerate our approach to win against the requirements of the future go-to-market and do it in close partnership. The central theme of winning together in disruptive times comes at exactly the right time.”

Senior Vice President Sales / Multinational Consumer Goods Organisation

Case for Change

The Asia Middle East & Africa (AMA) region is the largest for the Company in terms of geography, and size and number of Distributors. Since AMA formation they had not run a Distributor meeting due to Covid-19. While the client saw a major need to meet with the Distributors at a regional level, they were unsure of how to do so in the absence of a typical face-to-face regional meeting with Distributor leaders.

Shared Vision

To transform the Company-Distributor relationship from one where change is driven by the Company, to one where both parties are confident in the way forward together. In doing so, they lead innovation and opportunities by taking intelligent risks and experimenting; while keeping the results driven, values-based culture of mutual trust and commitment.

Feasible Plan

Working together, we developed and aligned the main theme of the event ‘Winning Together in Disruptive Times’. We then developed an agenda with the sub-topics of Innovation, Trust & Interdependence and Building Winning Teams. This included internal and external guest speakers and sharing of best practices across the region by Distributors and panel discussions.

Capability to Deliver

We enabled the client to strengthen trust between the Company and the Distributors through a highly engaging workshop and reusable framework. We executed the symposium 100% virtually with a combination of pre-recorded messages by internal and external guest speakers, as well as live panel discussions and a high level of participant engagement through virtual tools.

Result

Delivered the first virtual distributor symposium with a feedback rating of 4.7 out of 5 from 400 participants joining from across Asia Pacific, Middle East, and Africa.