Frequently asked questions.

Uecker Concept is a sales consultancy for strategy and execution. We support manufacturers and companies in positioning products and services in the market, opening up new sales potential and growing sustainably – in B2B, D2C and direct sales.

For start-ups, medium-sized companies and international corporations – with products or services, through retail or in direct sales.

The connection of strategy and execution: we don't just develop concepts, we take responsibility for their realization in the market – from analysis through to measurable results. And we think closer to the market: first the view on your company and the market, then the strategy.

A sales consultant analyzes how a company sells – and where revenue is lost. From this come recommendations on target customers, channels, pricing, sales structure and processes. The difference lies in what happens next: many consultants hand over a concept and leave. We accompany the execution in the market – lead conversations with retail, help build structures and stay involved until results are visible.

Retail consulting covers everything a manufacturer needs in order to sell successfully through retail: listing negotiations, buying groups and cooperative associations, terms and conditions, shelf and POS logic, promotional planning and sell-out analysis. In Europe this is particularly demanding because every country follows different rules. Our focus is the German-speaking region, with an action radius across Europe.

International sales consulting supports companies selling outside their home market. That means far more than translation: buying structures, decision paths, margin expectations and negotiation culture differ from country to country. We bring international manufacturers into Europe and the DACH region – with direct access to retail and bilingual negotiation leadership.

In this order: first clarify where the offering really belongs – target customers, channels, countries. Then the go-to-market strategy with pricing logic and terms. Only then the structure: who sells, through which route, with what compensation? And finally the operational foundations without which nothing works in retail – EDI connection, delivery terms, shelf- and logistics-ready packaging. The most common mistake is starting with structure before the direction is set.

When a few large customers account for a significant share of your revenue, every negotiation becomes a risk. Key account consulting starts at two points: professionalizing the management of key accounts – annual reviews, terms, target agreements – while at the same time reducing dependency by deliberately developing further customers to a comparable level.

Go-to-market describes the complete path of a product or service into the market: target customers, channels, pricing logic, communication, sales structure, operational execution. A go-to-market strategy makes sense whenever a new product is introduced, a new market is opened, or an existing offering is to be repositioned.

Sales investments need solid metrics. We work with quantities like return on investment (ROI), customer acquisition cost (CAC), contribution margin per channel and sell-out metrics from retail. Which metric comes first depends on the business model – we define them together with you before measures start.

More and more buyers prepare supplier selection and meetings with ChatGPT, Perplexity and similar systems. That changes the conversation: the person across the table now arrives with pre-formulated comparisons, market data and arguments. We help manufacturers adapt to this new reality – confident in conversation, professional in outward presentation. The technical implementation of AI visibility itself is not part of our core business; for that we recommend suitable partners.

A professional proposal brings three things together: first the visible engagement with the customer's company – their situation, their goals, their language. Second the right content in the right order – benefit before price, execution plan before terms. Third a clearly recognizable return on investment. We help with structure, content and approach – so that the buyer recognizes: someone has really thought this through.

No. We also advise companies with direct sales – for products as well as for services, in B2B as well as in D2C.

In Home & Living (including furniture) and non-food consumer goods. Mandates in food and in the service sector are also part of our portfolio. In principle we are also open to niches and channels outside our sector focus – wherever our methodology can make a recognizable contribution.

In retail, module refers to the standardized unit on the shelf – usually a shelf meter or a defined shelf section. How many facings a product gets, what height, what position, what block formation: all this is decided within this module and is often more important for sell-through than the purchase price.

Yes. We bring international companies to Europe and into the DACH region and support EU companies in entering further country markets.

We work as external sparring partners for sales and growth decisions – punctually for individual questions, project-accompanying over the duration of a project, or ongoing as external sales head over years. Details under "Services · Sparring on demand".

As a team, complemented by specialists from the network – this way every mandate gets the right competence.

The company seat and office are in Düsseldorf. We work throughout Germany and Europe.

With a free initial consultation about the situation. This is followed by analysis, strategy and execution – at the scope that fits the need.

We present concrete project examples in personal conversation – out of confidentiality toward our clients, we do not publish them on the website.

The cause lies either in the product or in the communication. If an offering serves no obvious need, that need has to be made visible first – a question of the right benefit argument and approach. We identify where the lever sits and develop the communication to match.

With processes, simplicity beats complexity. We review established workflows systematically – how many people are involved, which steps are redundant, where digitisation would help – and streamline wherever prospects are lost between enquiry and close.

First we check whether the audience you are actually reaching is more attractive commercially than you assume. If it isn't, we identify where your target customers can be reached and what tone they expect, then turn that into a clear communication guide.

You cannot argue away economies of scale, but you can offset them. We start by looking for savings in procurement and internal processes. If a price gap remains, we work out the value drivers that justify it – quality, origin, brand and service.

Yes – customer contact and internal processes are two different things. The way you talk to customers stays as they like it, while behind the scenes your workflows get faster: shorter response times, consistent data and a leaner back office. We identify the measures with the best ratio of effort to impact.