A market with intermediairies

A market with intermediairies?3 EASY STEPS LEADING TO INCREASED AGENT/BRANCH/INTERMEDIARY PERFORMANCE

Introduction Companies with a distribution channel via intermediaries face specific challenges.

This white paper summarizes an easy three step approach to improve the performance of agents and intermediaries.

1. Determine your starting point: clearly segment your intermediaries.

2. Define your roadmap: build a service model per segment.

3. Perform excellent account management.

Start your engines and take a look under the hood.

This white paper was made possible with the help of Howaboutsales’ business partner PetreConsultants. www.petreconsultants.com

A TRANSPARENT DIFFERENTIATED APPROACH TOWARDS BUSINESS PARTNERS

The first step focuses on obtaining a deeper understanding of agent/branch/intermediary performance and potential.

HOW:

• By combining existing statistics on branch and intermediary turnover and potential with newly generated insights, we build a segmentation model in close collaboration with the business.

• Account managers segment their branches / intermediaries according to the segmentation model.

The starting position is key: clearly segment your intermediaries.

3 EASY STEPS LEADING TO INCREASED AGENT/BRANCH/INTERMEDIARY PERFORMANCE

Most firms only segment based on turn-over. Other criteria like place, region, socio-demographic features and growth potential provide valuable input for a more rafinated segmentation model.

HIGH

LOWLOW HIGH

Curr

ent

Turn

-Ove

r

Potential Turn-Over

Consolidate

Service cost effeciently

Cherish

Develop


Classification of branches or intermediaries based on segmentation dimensions such as ‘turnover’, ‘potential’ and other ‘soft’ segmentation dimensions.

Result

Once the potential of all branch and intermediariesegments is clear, appropriate service models will ensure an optimal resource allocation leading to increased branch performance. In this step different service model elements are defined: the amount of visits per branch, the multi-channel approach, promotional activities, product focus and budget allocation.

HOW:

Through intensive working sessions with sales management and account managers, the service models per segment are shaped and the individual action plans are created.

A bottom up approach is used in which multiple individual intermediaries function as role model. This functions as a solid reality check and increases commitment of the accountmanagement team.


A steering wheel to anticipate.

Once the potential of all branch and intermediariesegments is clear, appropriate service models will ensure an optimal resource allocation leading to increased branch performance. In this step different service model elements are defined: the amount of visits per branch, the multi-channel approach, promotional activities, product focus and budget allocation.

Service model per segment: result

• Clear guidelines on proportion of time reserved for every segment of branches or intermediaries.

• A well-defined service model describing how each segment is ideally serviced.

• A branch / intermediary specific service concept describing in detail the targets and action plan of the account manager for each of his/her branches/intermediaries.


In the third step, theory is put into practice. Objectives coming from step 2 need to be followed-up and a process of evaluation and improvement ensures an effective execution of the strategic decisions from steps 1 and 2. In this last step, a toolbox for account managers, a reporting module and a sales management model are developed.

Stay focused during the race: perform excellent account management.

HOW:

Development of sales management approach and toolbox in close collaboration with the sales management team.


Increase sales with Howaboutsales Agent Software using 4 building blocks.

A market with intermediaries?

The sales team visits the right agents Agents receive support based on an account plan

The sales team has re-al-time insight into figures

SEGMENTATION ACCOUNT PLANNING

HISTORY DASHBOARDS

1 2

4 3

The team continues to improve through straightforward reporting

To ensure a daily follow-up, an easy to use sales tools is needed. The Agent Software from Howaboutsales® is specially designed for agent and intermediate management and 100% developed based on this 3 step approach.

Excellent accountmanagement: result

• A toolbox containing all material required for account managers to execute their branch or intermediary action plan.

• A structured sales management aproach with fixed sales meetings, a standardized agenda and clear reporting.

• Pragmatical and powerful salestool by Howaboutsales® providing crystal clear insight in the correlation between agents’/branches’/intermediaries’ results, and the sales activities undertaken by each account manager.


Contact us

Julian Meissner [email protected]

M: +32 479 46 05 43T: +32 (2) 734 38 [email protected]

howaboutsales Belgian Office, Auguste Reyerslaan 136, 1030 Schaarbeek

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A market with intermediairies

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