Optimal Results in Channel Management at Eni

Kristoff De Laeter worked as Retail Sales Manager residential and small professional markets at Eni, a major integrated energy company. In Belgium, Eni markets directly and distributes electricity, natural gas and mineral products.

Our objective is now to develop our main sales channels and further expand our dealer network in Wallonia.

4P square and Eni: optimal results in channel management

“At the time, we already had several 4P square consultants working for us. However, the job description changed drastically forcing us to hire a new profile.

4P square acted rapidly and immediately suggested new and suitable consultants for the job. This, and the fact that 4P square has lots of experience in the energy sector and our company, made us decide to choose them.”

Focus on specific targets to take the opportunities

“Our specific objective is to  further expand our dealer network in  Wallonia. Therefore, 4P Square’s consultant analysed the different types of dealer sales channels.

Based on his findings and recommendations, we were able to focus more on targeted dealer types.

Moreover, the consultant’s network and good relations with de Walloon distributors allowed us to rapidly build trust and expand our business via selected dealers to certain targeted regions in Wallonia.

Channel management

Within three months, we opened twelve new points of sale in these regions. In general, 4P Square’s consultant was fully operational in just one week and succeeded in thoroughly and successfully optimising our channel management.

That’s why he’s still working for us at the moment. Finally, the communication with 4P Square’s management team is always very open and direct and their services show great professionalism.”