You own the revenue number. Digital should be helping you hit it — not threatening the trade relationships that built the business.
Right Partners works with commercial directors navigating the tension between protecting distributor relationships and building the direct digital capability the business needs to grow.
"I own the revenue number. The ecommerce channel is supposed to be helping me hit it. I'm not convinced it is."
"I built this business on trade relationships. Every conversation about going direct to consumer feels like it's asking me to risk everything I've spent years building."
"The digital team and the sales team are pulling in opposite directions. Nobody's managing that tension at a strategic level."
"I know what I need commercially. I'm less clear on what that means we should actually build."
Only if it's designed badly. The Trifactor approach aligns the brand, trade partners and end customer so all three benefit simultaneously — not at each other's expense.
Talk through your channel strategy
We've navigated trade channel conflict before. Honest conversation, no agenda.