BOB SEGAL THIS SPEAKER'S SET FEE PLACES HIM/HER WITHIN THE RANGE OF: $7,501 to $15,000   TRAVELS FROM: Illinois VIDEOS: No videos listed.

• Channel Strategy
• Channel Conflict Management
• Channel Economics and Compensation
• Introducing New Products Through Channels
• Motivating Channel Partners
• Channel Partner Plans
• Negotiating With Channel Partners
• Channel Sales Techniques and Programs
• Channel Power
• Channel Trends
• Selecting The Right Channel(s)
• Brand Strategy and The Channel

Categories

Branding | Corporate Culture | Human Resources/Workplace Issues | Strategic Planning | Teamwork | Sales

Biography

Bob Segal is a Principal at Frank Lynn & Associates. Frank Lynn & Associates is the leading consulting firm in the field of channel and distribution strategy. For over 37 years, the company has helped manufacturers work with their distribution partners to increase top line revenue, market share, earnings growth, and end-customer satisfaction. He leads the firm's Technology Practice, but also brings extensive channel and brand strategy expertise to a diverse group of clients in other industries.

Mr. Segal is a nationally recognized expert in building manufacturer/distributor partnerships. His consulting work focuses on core channel issues including distributor planning, conflict management, negotiation strategy, and partner program design. As part of this work, he has developed several channel tools, including a business plan template, a guide for distributor advisory meetings, a channel recruitment template, a channel strategy audit, and a process for measuring distributor "growability." Over the last 27 years, his clients have included a wide range of leading industrial and technology companies such as 3M, Blue Cross/Blue Shield of Minnesota, Dover Industries, Flowserve, GE, Hewlett-Packard, Honeywell, IBM, Mine Safety Appliances, Parker Hannifin, Rockwell, and Schneider Electric, as well as many smaller firms.

Prior to working at Frank Lynn & Associates bob Segal was a salesperson in the technology industry.

Mr. Segal's client work includes a wide range of distribution-related engagements:

• An extensive scenario-planning based channel strategy for a leading electrical products supplier
• A post-acquisition channel integration project for a major supplier of industrial products and services
• A market share increase strategy for a manufacturer of industrial workholding products
• A channel recruitment strategy for a leading safety equipment manufacturer
• A plan for dealing with large, catalog and integrated supply distributors for a diversified industrial parts manufacturer

Bob Segal is frequently quoted and published in major journals including Planning Review Magazine, Purchasing Magazine, The Journal of Business Strategy, and Industrial Distribution Magazine. He is also the author of "Building Brand Strategy in the Industrial Market," a major research report published by Frank Lynn & Associates.

Mr. Segal leads two quarterly workshops for Frank Lynn & Associates, Professional Sales Channel Management, and Strategic Issues in Distribution.

Bob Segal is also a popular workshop presenter for numerous corporations and industry associations such as the Association of Equipment Manufacturers, Association for Manufacturing Technology, the Door Hardware Institute, the National Fluid Power Association, the National Association of Purchasing Managers, and the National Association of Food Equipment Manufacturers.

Bob Segal has BA in Economics from Georgetown University and an MBA from the J.L. Kellogg School of Management at Northwestern University.

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