Background and Context

The Client had engaged Groma to professionalize and scale its European distribution operations. Over the course of the engagement, Groma delivered a comprehensive consulting mission—providing strategic guidance, operational frameworks, and bespoke management tools—to address the Client’s structural and market challenges.

Challenges Addressed

1. Inconsistent Brand Control
2. Underperforming Channel Management
4. Limited Localized Marketing Support
5. Organizational and talent limitations

Groma’s Delivered Solutions

1. Strategic Guidance
- We redefined the Client’s European go-to-market framework, introducing rigorous, performance-driven contract templates and annual business planning cycles.
- A Selective Distribution and Authorized Reseller Program was established, setting clear criteria for dealer partnerships and ensuring consistent brand representation.

2. Operational Guidance
- Groma introduced a structured account management process, implementing a RACI model to clarify ownership and improve distributor performance reviews.
- Forecasting, with new bottom-up demand-planning tools deployed to stabilize supply.
- Freight-cost optimization was achieved through updated Incoterm policies, shifting small-order logistics expenses to resellers where appropriate.

3. Management Tools and Training
- A customized market development playbook was delivered, including ready-to-use templates for business reviews, campaign briefs, and performance dashboards.
- We conducted training workshops for the internal commercial team and key distributors on data-driven sales strategies, negotiation best practices, and category-management principles.
- A phased transition plan was created to transfer long-term operational capabilities back to the Client’s in-house team once maturity milestones were met.

Conclusion

Groma’s consulting mission enabled the Client to address deep-rooted distribution and operational challenges in Europe. By delivering targeted strategic guidance, operational best practices, and practical management tools, we built a scalable, high-performance distribution engine—positioning the Client for continued growth and brand integrity across its key international markets.