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Go to Market Strategy

Evaluate and optimize your Go to Market (Sales and distribution) model through all available channels, to expand product availability, reduce service costs and strengthen the satisfaction and commitment of your customers.

Do you need to reduce your sales and distribution operating costs, without affecting your sales?

The review and optimization of the Go-to-Market model of Manufacturers and Distributors in Latin America is recommended to be carried out every 4-5 years, with the objective of being able to adjust to a highly changing reality in our countries, especially, considering the complex world of the Traditional Channel, the development of the Modern channel and the growth of the e-commerce channel.​

 

It is good to remember that it is the Shoppers and not the Stores, who ultimately buy your products, so it is essential to offer the product portfolio that best adapts to demand, at the right time and in the right store, through the most appropriate channels. effective.

 

TMC Consultores will help you develop an effective and pragmatic sales and distribution strategy based on a deep knowledge of your universe of clients by channel, their operational needs, and the realities of the market with the particularities of Latin America.

 

Our approach combines our more than 28 years of experience serving consumer product manufacturers, distributors, and retail chains throughout the region with a deep knowledge of the Latin American market. We will help you design the GTM model and strategy that guarantees the following points:

Adaptation to Cultural Diversity:

  • Each country is different and the model must recognize the diverse cultures and consumer preferences by region. A single model does not always work in the same country.

Distribution Channel Optimization:

  • Review and improve efficiency in distribution channels, considering each region's logistical and geographic complexity.

Customer Relationship Management:

  • Implementation of effective strategies for managing customer relationships, ensuring a positive experience and loyalty.

  • Development of loyalty and customer service programs adapted to the expectations of the Latin American market.

Regulatory and Regulatory Compliance:

  • Advice on compliance with specific regulations and standards in each Latin American country to avoid legal obstacles and improve the company's reputation.

Supply Chain Optimization:

  • Assessment and improvement of supply chain efficiency to reduce operating costs and ensure timely availability of products in the market.

Implementation of Advanced Technologies:

  • Introduction of innovative technologies, such as machine learning, artificial intelligence, and business management systems, to optimize decision-making and improve operational efficiency.

 

Pricing and Profitability Strategies:

  • Development of competitive pricing strategies that reflect market dynamics and maximize profitability.

  • Evaluation of flexible pricing models to adapt to economic variations in the region.

 

Staff training:

  • Training programs for the sales and distribution team, ensuring they are aligned with new Go-to-Market strategies and approaches.

Monitoring and Measurement of Results:

  • Establishing key performance metrics (KPIs) to evaluate the effectiveness of new strategies and make continuous adjustments as necessary.

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COMMERCIAL TERMS

Optimize your commercial terms, pricing strategy and service levels by customer segment

  • Do you have multiple price lists at the same time?

  • Are there price distortions between customers or channels?

  • Is there a risk of commercial retaliation from clients?

  • Has your bargaining power with clients decreased over time?

  • Is a high % of customer visit time dedicated to receiving claims?

  • Is a high % of your budget concentrated on non-strategic clients?

GO TO MARKET STRATEGY

Design, review and optimize your commercial operation

  • Do you work with distributors that are not exclusive to the category and feel that they do not pay the necessary attention to your product?

  • Is your sales volume holding steady or falling in a particular region, when the rest of the country is growing?

  • Do you want to know if there are better alternatives to sell and distribute your product in the same territory?

  • How to commit the whole team to the objectives?

Based on our own capabilities and those of third parties, we define the best alternative to provide the services defined by segment and physical or digital channel to guarantee the coverage and availability necessary to win. 

Assortment optimization and adjustments to the Go to Market strategy for the Traditional Channel

TMC Consultores successfully implemented its Traditional channel store segmentation model with Machine Learning in a large food company in Mexico, which resulted in double-digit sales growth in less than 12 months.

In this experience, we adjusted the assortment and Go to Market sales and distribution strategy in more than 355,000 stores throughout Mexico, reaffirming our commitment to delivering high-impact consulting solutions that drive the growth and success of our clients.
Strategic Plan with Key Accounts

15-26%

Accumulated growth of the Volume of units sold per Store in 12 months

Strategic Channel Plan

+45%

Growth in some segments in the last weeks of the year, compared to the same period of the previous year

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Recommended % Mix in total volume

+70%

Of the volume per store generated by the recommended mix in each segment

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