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Channel Economics Overview
Construction & Agriculture Equipment Dealers
Channel Economics designs, develops and implements go-
to-market strategies and solutions that drive improved
We serve a global client base ranging from the Fortune 500
to mid-market companies.
Discovery Go to Market Strategy Implement Programs Measure Repeat
Whether it is an unmet need, rapidly expanding market or chance to win share from a weaker
competitor we start by identifying, sizing and prioritizing your opportunities in the marketplace. We
Discovery also take an outside in approach to evaluate the markets that you’re playing in today through rigorous
research and analysis of both the market and your company.
Our strategic planning services are designed to transform new insights from our discovery process into
actions that will accelerate your path to revenue growth, market share growth, increased profitability
Go to Market Strategy and delivering greater value to your customers.
Executing a new strategy usually requires a significant amount of resources and change. We will help
you successfully navigate the rough seas of implementing change and can fill the gaps in capabilities
Implement Programs or skill sets necessary to execute new strategies or business models.
It’s the thread that runs throughout our entire process and our yardstick to gauge the success of any
Measure specific strategy or tactic. And it helps our clients correct course before an issue becomes a problem.
Equipment Industry Experience
Extensive research, rigorous analysis and market knowledge enable Channel Economics to
deliver high impact services and solutions to its dealer clients
• Surveyed nearly 10,000 end customers of all types and sizes
• Assessed marketing & sales operations of dozens of dealers
– Obtaining feedback from thousands of marketing and sales resources
• Analyzed billions in dealer revenue
• Evaluated nearly every OEM and their dealers
• Hundreds of hours in strategy and planning sessions with dealer management
Equipment Industry Experience
Channel Economics has worked with equipment dealers in 18 U.S. States and 7 different
countries. We have a variety of experience in diverse dealer markets.
Equipment Dealer Case Study: Sales Coverage
Channel Economics worked with a leading construction equipment dealer to revamp its
sales and marketing coverage model driving coverage from 31% to 84% of the market
without increasing headcount or SG&A
One Size Fits All Segmented
Linear Additive Leveraged
Field Centric Multi-Channel
Push / NO Pull Push and Pull
Equipment Dealer Case Study: Growth Roadmap
Channel Economics delivered the sales and marketing roadmap for its South American
equipment dealer client to more than double revenue and quadruple profits in a 4 year
span of time
Alternative Sales (Web) Channels
Key Account Management