New perspectives brought big changes

How we helped the client

The customer, a wholesaler in electrics and plumbing, had recently implemented a new distribution strategy. Based on the strategy, a new procurement of distribution was done and resulted in contracting a new carrier.

With the new distribution strategy, the customer went from a decentralized solution involving many players to a centrally steered solution with clear service options. Thus, the challenge was far bigger than just changing to a new carrier…

How we did it

The assignment was started up by performing a mapping of current distribution solutions and ways of working. The mapping was carried out through visiting warehouses and branches, analyzing distribution data and interviewing staff. Using the mapping, a proposal for changes in internal ways of working in order to match the strategy was prepared. Routines and work instructions were developed based on the new way of working and considering available system support.

Considering that the new distribution strategy brought a unique solution for the carrier, the interface between them and the customer became very important. Actea was there to make sure that the carrier’s internal routines harmonized with our customer’s new way of working. We put efforts into making the marketing side comfortable with the new way of working so that they could focus on customer related activities rather than distribution issues.

What we achieved

With the help of Actea, the customer accomplished a new and standardized way of working with distribution including routines and work instructions. The launch of the new distribution solution was a success. The sales force were very happy both with the new way of working and the new carrier. The solution was calculated for big savings, and with the help of Actea these savings could also be realized.