Route-to-market, rebuilt.

Route-to-market, rebuilt.

Distributor, direct-entity, and digital strategy for manufacturers · 70+ markets worldwide

Distributor, direct-entity, and digital strategy for manufacturers · 70+ markets worldwide

Most manufacturers appoint the wrong distributor, then spend three years finding out.

Most manufacturers appoint the wrong distributor, then spend three years finding out.

I help manufacturers get this decision right the first time - or fix it when it’s gone wrong. Nearly thirty years on every side of exactly this call: as the distributor being evaluated, as the retailer whose shelf space depended on the answer, and as the manufacturer doing the evaluating.

I help manufacturers get this decision right the first time - or fix it when it’s gone wrong. Nearly thirty years on every side of exactly this call: as the distributor being evaluated, as the retailer whose shelf space depended on the answer, and as the manufacturer doing the evaluating.

30

YEARS

Every side of the relationship

$750M+

DISTRIBUTION TURNOVER RUN

AUD, industrial and B2B

70+

MARKETS

Manufacturer-side portfolio

HOW I WORK

HOW I WORK

SEE IT IN PRACTICE

SEE IT IN PRACTICE

I’ve spent my career on every side of this. Industrial distribution first - branch management running large B2B supply contracts, then state management of a $100m business with 200 people. Then national and wider roles across Australia, New Zealand and Oceania. Large-format retail after that, with $500m+ turnover responsibility, including running a trade division with a field force of 130.

I’ve spent my career on every side of this. Industrial distribution first - branch management running large B2B supply contracts, then state management of a $100m business with 200 people. Then national and wider roles across Australia, New Zealand and Oceania. Large-format retail after that, with $500m+ turnover responsibility, including running a trade division with a field force of 130.

Then the manufacturer side. I built a sales company from scratch in Australia after a twenty-year distributor agreement ended. I then moved to New Zealand to run a country business across dealer and retail channels. For the last nine years, I led a global portfolio that grew to sixty-five distributor markets - six owned subsidiaries, a €100m+ P&L, seventy countries.

It never stood still. I opened white spots in a dozen or so markets, replaced several partners, took on a whole region of others, and watched a few fail outright. South Africa was the most recent conversion - a second distributor relationship that wasn’t working, replaced six years ago with a wholly-owned sales company. It was the same move I’d first made in Australia.

Some were excellent. Some had been the right choice a decade earlier and no longer were. Working out which was which was the job - and it’s the same question you’re sitting on now.

DISTRIBUTOR · RETAILER · MANUFACTURER · 70+ MARKETS

DISTRIBUTOR · RETAILER · MANUFACTURER · 70+ MARKETS

READ THE CASE STUDIES

INSIGHTS

Latest insights

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Are distributors your partners, or just another customer?

Most manufacturers call their distributors partners. Fewer treat them that way when it comes to information.

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Is it safer to focus on your home market?

A single market concentrates risk. How distributors can spread it, and where the portfolio idea gets misused.

VIEW ALL INSIGHTS

Route-to-market, rebuilt.

Route-to-market, rebuilt.

dan@dancarmanadvisory.com · +61 418 238 773

dan@dancarmanadvisory.com

  ·  

+61 418⁠ 238⁠ 773