Sales & Distribution Strategy

Define the right channels, partners and sales logic for sustainable demand in the DACH market.

Distribution Is a System — Not a List of Partners

A strong DACH performance requires a clear channel strategy, realistic partner selection and consistent relationship management. We help tourism and hospitality brands build a distribution setup that matches product, positioning and target segments.

Outcome: fewer random activities, stronger partner fit, higher-quality demand.

Core Strategy Areas

Channel Architecture

B2B vs. B2C focus and priorities
Tour operators, agencies, MICE, niche segments
Online/offline balance (what truly works)

Partner Mapping & Selection

Partner shortlist based on market reality
Qualification criteria and partner fit
Outreach strategy and entry points

Sales Logic & Offers

Market-ready packages and conditions
Rate and value logic (without price dumping)
Clear “why us” for trade and partners

Partner Management

Contact rhythm and follow-up routines
Training, materials and partner enablement
Performance tracking and optimization

Typical Deliverables

Distribution Blueprint

Channel priorities and target segments
Partner map and activation sequence
KPIs and activity cadence

Execution Support

Outreach and partner conversations
Cooperation models and onboarding
Follow-up, reporting and improvements

Want Better Partner Fit and Better Demand?

Let’s define your channel strategy and build a distribution setup that performs in German-speaking Europe.

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