Placing your product in consumers’ hands can take various routes. Whether you are selling and delivering directly to customers or whether you work with intermediaries, there are numerous factors to be considered in finding the optimal way to serve your market. Weighing up cost, risk and reward of either solution, or a combination thereof, is at the core of a viable Route-to-Market Strategy.

Black Bear Strategy has extensive experience in complex trade landscape analysis, commercial organisation design, trading term development (or refinement) with intermediaries and product pricing strategy in harmonising the cost, risk and reward equation. Having built up commercial organisation from the ground, in both small and large organisations, has ensured that Black Bear Strategy has a wealth of experience to work from in direct service models. Owning longstanding key account relationships with intermediaries, including trading term negotiations and service level agreements, also provides Black Bear Strategy with the knowledge of how to leverage a passive business model. Helping organisations to understand their strengths and opportunities in this space and enabling them to optimise their Route-to-Market Strategy is Black Bear Strategy’s speciality.

Contact Black Bear Strategy for more information or for a discussion on how this applies to your organisation.