Plan
The next 90 days
Three months, three goals. Not a strategy document. The real content of month three depends on what month one finds.
Sit with the biggest partners, the country sales leads, pricing and finance.
Measure the four things nobody outside can see: our share of each big distributor's spend, what our rebates cost and return, the gap between list price and invoice, and how complete our product data is.
Goal: a baseline, not an opinion.
One rebate framework, checked by legal against the 2024 decision[1], that pays for what partners do rather than what they charge.
One negotiator per buying group. One clear tier ladder for panel builders. Two or three plays chosen, not a list of twenty.
Goal: one set of rules every country can follow.
Sign the first joint plans under the new rules. Report the panel builder programme by tier and by country.
Put channel performance on one page that sales, marketing, product and supply chain all read the same way.
Goal: evidence before scale.
The honest part
Month one decides months two and three. If the baseline shows the rebate is already working and the data is already clean, this plan is wrong and a different one replaces it.
A plan written before the numbers arrive is a guess with a timeline attached.
Sources
- Autorite de la concurrence, decision 24-D-09, 470 million euros of fines on Schneider Electric, Legrand, Rexel and Sonepar for resale price fixing. https://www.autoritedelaconcurrence.fr/en/press-release/electrical-equipment-autorite-imposes-fines-eu470-million-manufacturers-schneider (published 30 October 2024, accessed 27 July 2026)