+1 613 - 592 - 0544

+1 877 - 888 - 0598

Market Strategy

Building your Direct to Customer Channel in 10 Steps

Andrew Penny, September 14 2021

Hi everyone Andrew here. Previous blogs have answered: What is D2C? Why would I use D2C?; Is D2C Profitable? How hard is D2C to set up? Can I use D2C if I also use a 3rd Party Channel?. This blog puts it all together. How do I decide what to sell through D2C? It just makes sense to launch with a world beating product rather than a ‘me too’ product....

Read More
Market Strategy

Will my channel revolt if I introduce a D2C model

Andrew Penny, September 9 2021

“I have an established sales and distribution network. How would I ever be able to set up a direct to Customer sales approach?   Great question. Many industries are locked into old ways of working and will find it hard to transition; the automotive industry is a great example. Manufacturers depend on a huge network of franchised dealers who promote...

Read More
Market Strategy

How to Set up a Direct to Customer Sales Channel

Andrew Penny, September 2 2021

For many new companies, selling direct to the customer is quite natural. However, if you run an established company, you might be asking yourself how difficult will it be to set up a direct to customer model. This is the fourth in a series of articles on D2C. In previous articles we’ve looked at the factors that make D2C possible, the non-cash be...

Read More
Market Strategy

Is D2C Worth The Hassle?

Andrew Penny, August 26 2021

This is the third in a series on Direct to Customer (D2C). This one explores the financial implications. All of us in business are part of an end-2-end value chain that ends when the product or service is consumed. The ‘Direct to Customer’ model is one that skips some of the traditional steps that in the past would have been completed by an indirec...

Read More
Market Strategy

Is It Time To Dump my Resellers?

Andrew Penny, August 19 2021

This is the second in a set of short articles on Direct To Consumer (D2C) sales models. This one explains what you can gain from this approach. OK – so the above are benefits of a D2C model. But (and it’s a big but) it is not for everyone in every situation. You need to look at the value that each member in the value chain is adding to the end use...

Read More
Leadership & Management

Why would anyone ever work for YOU?

Graham Birkenhead, August 12 2021

Unemployment figures continue to improve; we have a little way to go before we are back to pre-pandemic levels, but we are moving in the right direction.   Currently, unemployment in Canada is 7.5% (1.5m) and in the US it is 5.4% (10m).  These figures will include people who are ‘looking’ for work; they won’t include the people who could work but f...

Read More

Are Sales Channel Dead?

Graham, August 5 2021

Written By Andrew Penny It’s no secret that traditional supply chains are changing dramatically.D2C is quickly becoming the default way for manufacturers to enter new markets. A typical sales channel includes the manufacturer, a distributer / a master reseller and resellers who interact with the end customer. These multistep channels have outlived...

Read More

Which comes first: the answer or the question?

Jelena Franco, July 28 2021

Written By Graham Birkenhead I have been thinking about the subject of ‘asking questions’ quite a bit lately. As a consultant, it is a significantly important part of how I operate. It is also a key skill for anyone in a leadership position; while it is straight forward to ask a question that generates an answer, some questions can generate deep un...

Read More

Watch Out For That Guy In Latvia With Big Ideas

Jelena Franco, July 22 2021

By Andrew Penny What are you really, really good at? You may own a services company, a manufacturing company, or you may sell to other business or sell to consumers. You may be a distributer or a value-added reseller. No matter what you do, someone else, somewhere else in the world, is doing the same thing.

Read More
Market Strategy

Is there a D2C Distribution Model in your Future?

Andrew Penny, July 6 2021

As we continue to work with more and more manufacturers coming into North America, we are seeing a sharp increase in the number of companies that are exploring a Direct-to-Customer (D2C) model. The advantages of this are many, including: In the manufacturing segment, markups are typically 100% on the wholesale cost before it goes to retail. Innova...

Read More
Next