upcoming events

Frank Lynn & Associates’ Webinar
April 4, 2019 11:00 a.m. – 12:00 p.m. (CST)

From Triage to Transformation: Moving from a Reactive to a Proactive B2B Online Channel Strategy

Today, online sales channels are ubiquitous. Some business-to-business (B2B) manufacturers engage online sales channels as part of an intentional, proactive channel strategy, whereas others have been pulled into online sales channels through the unmanaged actions of third parties.

B2B manufacturers with intentional, well-designed, online channel strategies often increase market coverage, enhance customer engagement, and drive sales growth. Conversely, manufacturers that have reactively engaged with online channels often experience downward pricing pressure, destructive channel conflict and brand damage.

Either way, customers are relentlessly engaging online sales channels and digital tools throughout their buying processes. This evolution in the customer journey makes it imperative that all B2B manufacturers purposefully and proactively integrate online sales channels and digital tools into their overall go-to-market strategies. To better understand how to build a proactive approach, we invite you to join FL&A for a webinar regarding intentional online channel strategies. REGISTER

Frank Lynn & Associates’ Workshops
May 21-23, 2019

We would like to invite you and your colleagues to attend our May 21-23 workshops. 

Channel Strategy Design
May 21

Bob Segal, principal of Frank Lynn & Associates, discusses channel strategy as a source of competitive advantage. It helps executives connect channel strategy to the company’s broader corporate strategy and to corporate goals such as revenue, profitability, market share, and customer satisfaction. Topics addressed…READ MORE

Channel Pricing Strategy
May 22

John Henderson, President/CEO of Frank Lynn & Associates, is a 35-year veteran who has literally taught hundreds of managers how to design, implement, and manage effective discount structure programs. 

John is joined by Eugene F. Zelek, Jr., a partner in the Chicago law firm of Taft Stettinius & Hollister LLP, and one of the country’s leading legal minds specializing in marketing and trade regulation law.

In this workshop you will learn how to choose the channel pricing structure that best fits your corporate goals and competitive situation. Topics covered in this workshop…READ MORE

Professional Sales Channel Management
May 23 

Jim Fogarty, principal of Frank Lynn & Associates, arms channel sales managers with the processes and tools they need to drive results through indirect channel partners. While many companies have developed formal processes for their direct sales teams, few have designed a structured and systematic approach to managing their indirect sales channel partners. By using the processes and tools in this workshop, companies can leverage proven best practices to drive the performance of their indirect channel partners. Core workshop topics include..READ MORE

 

Industrial MRO Procurement in 2016

Our newly published, in-depth report looks at recent changes in the Industrial MRO market, and the implications to manufacturers and distributors of industrial MRO products. Among other findings the report addresses the expansion of Corporate-led (“center-driven” or “center-led”) procurement strategies, beyond very large organizations to a much broader segment of the market.” READ MORE