As part of a large Far East IT Manufacturer, this organisation covering the Benelux, was hit by dismissal of the complete MT. With Indirect Distribution, but nobody to manage, market shares were rapidly going down, and financial results were dramatical. Within months, this organisation was turned back into a full fletched Benelux Operation, Back Office activities were centralized to cut cost and improve efficiency. In addition, clear objectives were defined in terms of Market approach, Distribution approach and Sales activities. The Marketing, Service and Sales all became core competencies of the new established MT. A complete innovative Channel Marketing Programme was initiated, covering Distributors, Dealers and Vertical Market End Users. Sales got back on its feed, and revenues went up. Due to the reduced expense ratio's, profitability returned to this lean organisation.