Managing Director & Senior Partner
Doug Hohner joined The Boston Consulting Group in 1999. He is a core member of the Industrial Goods and Marketing, Sales, and Pricing (MSP) practices, and he leads BCG's business serving business-to-business distributors.
Doug leads a group of specialized partners and principals in working with a range of distribution clients to develop strategy and directly drive superior performance. His background includes 15 years focused on industrial distribution businesses across all major segments including MRO (maintenance, repair, and overhaul), technology, office supplies, industrial components and aftermarket, food service, and auto parts. The distribution team has deep experience working across operations, sales, product assortment and merchandising, and digital functions. BCG's work in this space has recently been focused heavily on applying big data techniques to pricing, product assortment, cost of goods sold, and sales force management.
BCG's distribution practice partners with ambitious CEOs to drive top performance even in sectors and businesses that are under pressure. For example, we recently worked together with a #3 share player in a large industrial sector to improve the margin structure of their distribution business by over 3 percent of sales in 18 months. In many cases (including this example) we tie our fees to the value we create.
Prior to joining BCG, Doug worked at Andersen Consulting in their advanced technologies group, working on applications of decision sciences to difficult business problems.
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The fight will be long. Businesses and society must plan for multiple scenarios to survive the crisis and emerge stronger.
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