From channel strategy to the line review.
Consulting from The Auto SKUS Group is management consulting for automotive manufacturers selling into national retail chains and warehouse distributors. We build the channel strategy, the assortment, the pricing and margin economics and the operational readiness, then open doors to the people who award shelf space. The two partners do the work, on a monthly retainer.
What's included
Channel strategy and program design
Your coverage by vehicle and vehicles in operation, an opening assortment sequenced by velocity and margin, brand or private label positioning, and a target account list with each line review date.
Decision-maker introductions
Direct introductions to category leadership and merchandising executives at the retail chains and warehouse distributors on your target list.
Executive meeting prep
A briefing on each account: incumbents, review timing, pain points and how the decision gets made. Materials built to that account's format, a full rehearsal, and we attend and own the follow-up.
Pricing and margin economics
A price waterfall from landed cost to shelf price with every tier's margin intact, program costs modeled by account, competitive benchmarking, and a channel P&L.
Operations readiness
DC replenishment, fill rate and on-time targets, routing guides, packaging and labeling, chargeback avoidance, vendor setup and the scorecards each account measures.
EDI, catalog and fitment
EDI requirements by account, your catalog shaped to ACES and PIES standards, and a fitment review against vehicles in operation with a plan to close the gaps.
4 phases, each with an exit test
- 01
Foundation
First 45 days. An executive sponsor and channel owner, your position on channel conflict, a validated coverage picture and the target account list.
- 02
Program readiness
Assortment, positioning, the pricing model, and the EDI, catalog and logistics plans. The exit test: a program you can approve, fund or decline on the merits.
- 03
Introductions and meetings
From month 3. Introductions to decision makers, account briefings, meeting materials and rehearsal, aiming for active programs or line review slots.
- 04
Line review and launch
On each account's calendar. The line review, then terms, onboarding and the first purchase order. Add sales representation and we present and negotiate for you.
This is for you if
- You make product that fits the aftermarket but have no presence at national retail or in warehouse distribution.
- Your leadership needs a program it can approve, fund or decline on the merits.
- You have a sales team, but not the buyer relationships or line review depth at these accounts.
- Your catalog, EDI or pricing is not yet ready for what a national account will require.
Senior judgement in the line review, with software we built behind it. Every review adds to what the platform knows, so your program starts each cycle stronger instead of starting over. Meet the partners
Common questions
What does your consulting include?
Channel strategy and program design, decision-maker introductions, executive meeting prep, pricing and margin economics, operations readiness, and EDI, catalog and fitment advisory.
How is consulting priced?
On a monthly retainer that commits a set number of partner hours each week, flexing up in line review and meeting weeks at no extra fee. We scope it with you on a first call.
Do you attend the buyer meetings?
Yes. We attend and support each executive meeting and own the written follow-up. If you want us to present and negotiate on your behalf, add sales representation.
Do you do the EDI and catalog work yourselves?
We define the requirements, advise your team and review the result. Your team and your providers carry out the data entry and EDI mapping. Hands-on help is available if you want it.
Can consulting and sales representation be combined?
Yes. An engagement can pair a monthly retainer for the program work with commission on the accounts we open.
Need more of us, or less?
Not sure which fits?
Tell us your category, your target retailer and when the review is. We'll tell you the right place to start.