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Channels Of Distribution

Name: Channels Of Distribution
Brand: OliiR
SKU: 3527
Availability: InStock

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Tool's Overview

This tool exists to provide a structured and objective evaluation of newly introduced distribution channels after the first three months of operation.

It helps address the commercial risk of premature channel decisions by bringing clarity to:

Whether new channels are delivering incremental growth
Whether performance is aligned with the original business case
Whether early signals warrant scale-up, correction, or reset

The tool supports disciplined Sales and Trade Marketing decision-making by replacing anecdotal assessment with a consistent, fact-based review.

What This Tool Does

Evaluates new channel sales performance versus plan after the first three months
Separates incremental growth from sales shift or erosion from existing channels
Assesses reach and penetration versus the defined customer universe
Reviews margin delivery and cost-to-serve on a stand-alone channel basis
Captures early indicators of customer satisfaction
Identifies channel conflict and determines whether intervention is required
Consolidates findings into a clear evaluation outcome to support management decisions

When to Use This Tool

This tool should be used:

At the 90-day review point following the launch of a new distribution channel
During Sales and Trade Marketing performance reviews
As part of post-launch governance, before approving scale-up investments
When management needs to decide whether to continue, adjust, or pause a channel initiative
Ahead of alignment discussions with distributors, principals, or key customers

Who Should Use This Tool

This tool is intended for commercial teams responsible for trade decision-making and execution, including:

Trade Marketing teams within brand owners and distributors
Category Management teams are responsible for category performance and in-store strategy
Sales teams involved in customer planning, negotiations, and execution alignment
Commercial and Business Planning teams overseeing trade investment and performance
Distributor Trade Marketing and Sales teams managing multi-principal portfolios
Brand / Principal teams working with distributors to align category, channel, and customer plans

How the Tool Is Structured

The Excel file is organised to support a structured evaluation process, including:

Clear evaluation areas aligned to commercial decision criteria
Defined assessment questions for each evaluation area
Input sections for qualitative and quantitative review
A consolidated results and outcome section to summarise findings
A format suitable for management review and discussion

Access Options

Free

^$0

Select

^$99

Unlimited

^$999

FAQs

Do I need special software?

No, All tools are built in Microsoft Office.

How do I receive them?

Download links are sent by email.

Can I customize them?

Yes, they are fully editable.

Who owns the tools?

Proprietary to OliiR Academy – For internal use only.

Before this program, our trade marketing team was stuck in 'execution mode'—constantly firefighting and reacting to sales requests. This course gave them the structure to stop fixing gaps and start leading the category strategy. They are finally operating as the engine room of our commercial growth.

The biggest impact has been on our internal alignment. We used to have Sales, Marketing, and Trade working in silos, often with competing priorities. The Mini-MBA created a shared language and a single commercial rhythm. Now, when we approach a retailer, we speak with one unified voice.

Trade spend is our second biggest P&L line, yet we were spending it on instinct. This program gave my team the financial discipline to actually measure ROI. We’ve stopped the 'surprise promotions' and started building investment models that actually justify the funding.

Our conversations with buyers have completely changed. We moved from simply pushing SKUs to presenting data-backed category stories that defend our shelf space. The team now has the confidence to justify listings and challenge retailers with insights, not just price.

What I appreciate most is the practicality. My team didn't just learn theory; they came back with ready-to-use JBP templates and Scorecards that we implemented immediately. It brought order and predictability to our daily work routine.