THE  MARGIN  BRIDGE
PILLAR 05 · CHANNEL LEVERAGE My profile ↗

This one assumes a partner holds your registration in the market you have in mind. Where you sell direct, the questions below have nothing to bite on.

The question

In most Middle East markets, the only person who ever stands in front of an HCP is a distributor rep who does not work for you.

Dependency is normal in this region. The question is how deep yours runs, and what you would hold if it broke.

The demonstration, the follow-up and the relationship all run through someone on their payroll. Field-observed

Five questions place where you actually stand. Field-observed

Your commercial control

Five questions about your largest partner

Five questions separate a partnership from a dependency. Here are the first two.

+ three more questions

It's an indirect market, yes — but nobody said you can't optimise the relationship. A few questions will tell you exactly where you stand.

THE REST OF THIS PILLAR

The working version is not public. If you are evaluating this, tell me what you are looking at it for and I will open it.

Request access Already have a link? It unlocks on its own.
The rest of the toolkit
Pillar 01 · Portfolio Yield
Open

Your channel mix sets a ceiling on gross margin. Most teams have never calculated what it is, or how far below it they sit.

Open →
Pillar 02 · KOL Engagement
Open

Training is an event. Adoption is a journey most programmes never measure.

Open →
Pillar 03 · Patient Awareness
Open

Awareness that ends at a view is spend. The version that ends at a patient who presents is demand.

Open →
Pillar 04 · Sales Enablement
Open

The judgement that took a rep ten years to build has nowhere to accumulate now.

Open →
Pillar 06 · Asset Productivity
Open

Every cycle costs money whether the tray is used or not.

Open →

Each pillar works a little on its own. Interconnected, they show the whole picture. See all six pillars →