By Chip Carlson
Case studies in what happens when distribution strategy goes wrong. Channel failures, sales force design mistakes, and partnership decisions that cost more than anyone calculated.
Read the articlesPublished Articles
The numbers did not make sense on paper, and when the executive team finally sat down to understand them, they did not make sense in the room either. The company had quadrupled its sales force over seven years....
Read articleRapid distribution expansion is typically treated as a success story while it is happening. New partners are being signed. Coverage is extending into markets the company could not previously reach. The map is f...
Read articleThe company had one rep who was responsible for thirty-one percent of total revenue. Everyone knew it. The owner knew it, the sales manager knew it, and the rep knew it, which was part of the reason the rep's c...
Read articleThe price increase seemed straightforward. Costs had risen, the market was absorbing increases from other suppliers, and the company's margins had been compressed long enough that the conversation about correct...
Read articleAbout the Author
Chip Carlson is an executive advisor and sales trainer with more than thirty years of experience in distribution, manufacturing, and Latin American operations. He is the President of CIMA International and the founder of Talk with Chip, an executive leadership development platform.
He has advised more than forty companies on sales performance, channel strategy, and executive development across the United States, Mexico, and Latin America.