Commercial and sales strategy

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A methodology has been developed to advise companies on the design of a comprehensive commercial strategy:

Segmentation of customers based on commercial needs.
Design of value proposition.
Redesign of the go-to-market strategy.
Optimization of the cost to serve.
Analysis of the pricing and discounts structure.
Design of a distributor governance model.
Optimization of distribution operations.
Design of commercial service models aimed at capturing specific opportunities.

Experiencias

Experts

Javier Tabata

He has an extensive experience in management consulting advising clients in more than 20 countries in America, Asia and Europe. His main areas of expertise are strategic planning, growth strategies, merger & integration, business transformation and organizational design. Previously, he served as principal value engineer at SAP Latin America and senior manager at the strategic consulting company A.T. Kearney (Madrid), for six years.

He holds a master’s degree in Business Administration from Kenan-Flager Business School, University of North Carolina, and a bachelor’s degree in Industrial Engineering from Pontificia Universidad Catolica del Peru. He also attended specialization courses at MIT and Kellogg.

In APOYO Consultoria since 2009.

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Clive Ramsey

He has more than 5 years of experience in strategic management consulting. He has worked in strategic planning, go to market strategy, entry market strategy, people and organization and efficiency plans. Before APOYO, he worked as senior manager at Strategy &, a company in the PwC network. He has been a professor at Universidad Peruana de Ciencias Aplicadas.

He holds a master’s degree in Business Administration (MBA) from the University of Michigan and a degree in Administration from Universidad Peruana de Ciencias Aplicadas.

In APOYO Consultoría since 2018.

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Commercial strategy