I’ve run distribution businesses, run the brands that appoint them, and run the retail floor they sell through. That’s unusual, and it’s the whole basis of the advice.
As the manufacturer - full P&L accountability for a €100m+ international business: six owned subsidiaries and sixty-five distributor markets across seventy countries.
As the distributor - national and general management inside industrial and B2B distribution, including a business turning over around AUD $750m. I know how a distributor decides which supplier gets the shelf space, the working capital and the sales attention. Yours is one line among hundreds.
As the retailer - executive committee responsibility for a $300m+ regional business, then national leadership of a $520m trade division and its field force of 130. I know what it takes to win shelf space and trade credibility from the other side of that decision.