An innovative Approach - 5 Principles
1. Bottom up: from consumer to the brand, from outlet to market
2. Focus on right value drivers per channel to maximize your Company value potential
3. Marketing and sales objectives:
- Perfectly aligned
- Benchmark based
- Fairly balanced per geography.
4. Resources management
- Every outlet performance measured against a channel based benchmark
- Identification of resources requirement based on marketing objectives and operational productivity, from one outlet to total market
- Balance of the resources allocation between sales territories
5. Alignment of business vision (maximize shareowner’s value) with objective settings, dashboard development and compensation policy.