6 November 2019 – Three indirect/regional sales managers of Sakura Finetek Europe B.V. (Sakura Finetek) followed the TFHC Masterclass: selection, management and assessment of distributors organized by TFHC coaches Cees Zuiderwijk and Steven Jonis. Sakura Finetek’s main goal: to improve its distributor assessment model.
Sakura Finetek’s question: how to improve our distributor assessment model?
Sakura Finetek has built up a large network of 60 sales entities and distributors which are managed through a team of Indirect Sales Managers. Annually, the Indirect Sales Team evaluates the performance of all sales entities and distributors. To this end, Sakura Finetek has implemented a professional well-performing assessment model. Sakura Finetek is, however, eager to improve this model to make its sales channels more efficient.
The Masterclass: the value of partnership-based evaluation criteria
To improve its distributor assessment, Sakura Finetek called in the help of Task Force Health Care coaches Cees Zuiderwijk and Steven Jonis.
In a three-hour masterclass (including break) Sakura Finetek was introduced to the tested methods used by expert Cees Zuiderwijk, with which he has built up multiple global distributor networks with some relationships spanning 30+ years old.
In the first part of the masterclass, TFHC focused on Sakura Finetek’s distributor selection criteria. In the second part, TFHC took a closer look at Sakura Finetek’s distributor assessment model. The main take away of the masterclass was that Sakura Finetek could improve its already advanced distributor assessment model by including partnership-based evaluation criteria.
Based on the insights gained in the masterclass, the Team Indirect Sales will propose a number of changes to improve its current assessment model. TFHC will stay in contact with Sakura Finetek to offer support.
Thanks for the excellent masterclass! This alternative perspective to measure our distributor performance and relationships makes our assessment more complete.
Would you like to receive expert guidance on the selection and management of your international business partners? Join the Health~Holland Masterclass | Distributor selection & management to learn how successful Dutch SMEs grow and manage worldwide networks of agents & distributors.
More information?
Task Force Health Care
Steven Jonis, Project Manager
E steven.jonis@tfhc.nl
T +31 (0) 70 21 96 881
