Client Communique'
June 2016
In This Issue:


View our profile on LinkedIn

DELIVER IN 2016; SUCCEED IN 2017
Engage Your Sales and Marketing Teams in Interactive Work
Sessions to Define Actions that Deliver Results

As your management teams focus on delivering sales results in 2016 and creating plans to succeed in 2017, engage FL&A to facilitate lively, interactive work sessions that help your teams: 1) identify growth opportunities and create the plans to capture them; 2) improve the performance of your channel partners; and 3) tackle other channel strategy-related issues.  
READ MORE
FRANK LYNN & ASSOCIATES' 
EDUCATION 
AND TRAINING
2016 WORKSHOPS

October 4

October 5

IMPROVE SALES PERFORMANCE THROUGH CHANNEL STRATEGY, MARKET SHARE MANAGEMENT AND CHANNEL PARTNER RELATIONSHIPS
In this issue of the Client Communique, FL&A defines the attributes of a high performing channel strategy, describes how sales teams create plans to increase market share and sales, and shares how manufacturers engender trust with their channel partners as a means to improve sales performance.
50 Attributes of a High Performing Channel Strategy™
By Jim Fogarty
A company's channel strategy is the primary means through which it creates sustainable value. A well designed channel strategy enables a company to cover and serve its target markets, deliver its value proposition and generate profitable growth which fuels earnings, cash flow and company values. High performing channel strategies perform well on 50 key attributes that align with eight core elements. Do you know how well your company's channel strategy performs?
. READ MORE
Practical Experience 

Increasing Market Share Using PPH®
By Stephen Martin
Market Share is one of the most valuable measures for assessing the value of a company. In this one percentage, you can identify the success a company has had in capturing share of customer expenditure and the likely influence the company has on the shape of the overall market. If you combine this percentage with a growth rate, then you can also assess whether the company's competitive position is improving or declining.
The key to growing a successful business is to take actions that reduce any barriers that limit your market share. Frank Lynn & Associates' experience in developing market strategy identifies four major barriers to share growth... READ MORE
Seven Tips for Building Mutual Trust with Channel Partners
By Bob Segal
For manufacturers that go-to-market through indirect sales channels, generating high partner "mindshare" is critical to reaching revenue goals. However, establishing high mindshare requires a significant degree of mutual trust between a supplier and its channel partners. The manufacturer needs to trust that its partners will undertake the sales, marketing and other functions that drive revenue. Conversely, channel partners are unlikely to undertake those functions unless they trust that the supplier will build sufficient demand, provide adequate support and manage channel conflict. READ MORE
 

Frank Lynn & Associates, Inc.

View our profile on LinkedIn