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Channel Management Decisions
The document outlines a 4-step model for channel management decisions, emphasizing factors such as service reputation, years in business, and growth records. It discusses the selection and evaluation of channel members, highlighting the importance of performance evaluation and adaptability in response to market changes. Additionally, it addresses strategies for expanding into global markets, stressing the importance of understanding local customs and selecting appropriate channels.
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Channel Management Decisions
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- 3. • Service reputation •Number of years in business • Other lines carried • Growth and profit record Selecting channel members
- 4. Capability-building programs Taking careof intermediaries’ needs Constant communication Profitability Training and Motivating
- 5. • Evaluate performance •Treatment of lost and damaged goods • Sales quota attainment • Counsel, motivate, or terminate the underperformers Evaluating channel members
- 6. • It isthe ability to alter channel members’ behavior. TYPES: Channel Power Coercive Reward Legitimate Expert Referent
- 7. With a changein product life cycle, and the changing nature of competitive markets, CHANNELS EVOLVE
- 8. • Review channeldesign and arrangements • Notice change in buying patterns • New competition • Stage of product in the life cycle Channel Modification Decisions
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- 10. While expanding intothe global market: • Get close to the customers • Acquaint with local laws and customs • Choose channels wisely
- 11. Slide No. Reference 2www.slideshare.net 3 www.jilbee.com 4 maximchik.by 5 www.mpull.com 7 www.pinterest.com 9 www.slideshare.net 10 www.australianexportforum.blogspot.co m References