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Simply speaking, any entity that helps a supplier move
a product, service, information or money to the ultimate end user.
Examples would be: direct sales force, wholesale distributors, dealers, mass
merchandisers, value added resellers, systems integrators, agents, reps,
trading companies, third party logistics specialists, telemarketing and
the internet.
Please take a minute to ask
yourself these critical questions before navigating through our
website.
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Channel System
Effectiveness
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If you have an E-Business program, has it
hurt or enhanced your traditional channels?
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Does the way your channels sell match the way your
customers wish to buy? |
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Individual
Channel Productivity
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Do you know the % of selling time your
products/services are getting from each channel? |
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What are the metrics; cost/time to get
products to your consumers through each channel? |
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Channel
Profitability
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Do you know the profit/margins that each of
your channels yields? Do you know how your channels make
money? |
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How competitive is your “total offering” to
your channels? i.e.: hard dollars, soft dollars, promotions,
training, etc., and your ease of doing business. |
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Organizational
Readiness
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How many different channels does your
organization currently use? i.e. distributors, direct sales,
agents/reps, e-business, trading companies? |
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Does your company host channel council
meetings to solicit constructive feedback? |
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How fast could you replace a channel that
collapses, key partners that leave, or partners that competitors
infiltrate with their products? |
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Is any one person in your organization
responsible for the overall management and success of all
channels? |
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Your Results?
In our experience,
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80% of companies
we've worked with cannot completely answer effectiveness,
productivity and profitability questions about their channels. |
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90% of companies
lack the total organizational readiness required to translate
their channel strategy into action. |
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