What Others Are Doing: Organizing for 21st Century Sales and Marketing

Marketplace dynamics and slow growth convinced the senior managers of a major manufacturer that they needed to reorganize their sales and marketing organization. Their goal was to create an entirely new organization that would increase the return on their marketing investment and operate more effectively and efficiently in the marketplace of today and tomorrow. DHC worked with the dedicated internal team to assess the productivity of the current “Go-to-Market” approach, reengineer and simplify all of the sales and marketing processes, develop a new collaborative planning model and completely reorganize the sales and marketing departments. Within one year speed to market has been cut in half, cost of sales has been reduced and sales have increased 5% vs. year ago.



Evolution of the Front-End

Front-End Checkstands are constantly evolving. How does this innovation impact impulse sales? With continued evolution must come continual evaluation of these front-end merchandising changes.

Conference Presentation


Top Talent: A Top Priority

This comprehensive study conducted by the Sales Executive Share Group (SESG), an organization of the top sales executives at major CPG companies, provides insights into recruiting and retaining Millennials for Consumer Packaged Goods Sales.


Up Your Chances for Acquisition Success

Acquisitions are all sold with grand promises for success. Most acquisitions aren't lacking for in-depth assessments, so why is actual acquisition success such a mixed bag?

Maximizing Opportunities
at Self Checkout

An overview of the current status and future prospects for self checkouts in the retail environment.

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