CHANNEL MANAGEMENT

Defined the terms & conditions, Distribution strategy and rules of engagement ablee to manage a stable and predictable pricing for HP products, stopping price wars and making HP the brand of choice for all channel partners

logistic service providers

With Ingram Micro, and later with other suppliers, I invented the concept of “Logistic Service Provider”, now a standard process in the technology market. LSP is an independent external distributior that carries stock for a Vendor for a given fee. LSP also manages all in store replenishement process, as well as end user delivery for E tailers.

store design

For El Corte Inglés, Alcampo and Carrefour we designed the whole category store area, using HP branded colors, and improving store sales rate almost 2x, specially in high rotation categories, such as supplies and accesories

Extended sales force

While our competitors focused on purchasers in HQ, HP Consumer defined a structure of Extended Sales Force to manage stores, and even selling to consumers.