4. Two Critical Questions about Channels First one is obvious: How do you want to sell your product? 3 1 Second one is subtle, but more important than the first: How does your customer want to buy your product? 2
5. How Do You Want to Sell Your Product? Yourself Through someone else Retail Wholesale Bundled with other goods or services 4 ü ü ü ü ü
6. How Does Your Customer Want to Buy Your Product? Same day Delivered and installed Downloaded Bundled with other products As a service … 5 ü ü ü ü ü ü
7. Nature of Product Impacts Channel: Atoms or Bits? Access to customers changes dramatically Logistics related to product complexity People as products 6
8. The Sales “Channel” 7 Web System Integrators Your Company Your Customers Direct Sales Force Value-Added Resellers (VARs) Dealers Distributors Retail/Mass Merchants
9. Types of Channels OEM VAR Reseller Distributor 8 Direct Indirect Licensing
10. The Channel as a Customer Some products are embedded in others (OEM) Some products are resold by others (VARs) Some products are distributed by others Who’s the customer? 9
11. Distribution Complexity 10 Evangelists Global Systems Systems Integrators WANs Mainframes Direct Sales Higher Volume Minis LANs VARs Marketing Complexity PC Servers Higher Value Added Desktop PCs Retail Printers Keyboards ServiceTechnicians Web, Telesales Toner Solution Complexity
12. How Are Channels Compensated? Commission Percentage of sales price Discounted pre-purchase 11
13. How Are Channels Motivated or Incented? Money! – what makes them the most? Training Marketing to the channel SPIF 12
14. Channel Economics: “Direct” Sales 13 ListPrice Revenue Cost of Goods(Supply Chain) Profit + SG&A + R&D EU Discounts End Consumer Source: Mark Leslie, Stanford GSB
15. Channel Economics: Resellers 14 ListPrice Revenue Cost of Goods(Supply Chain) Profit + SG&A + R&D Reseller EU Discounts End Consumer Source: Mark Leslie, Stanford GSB
16. Cost of Goods(Supply Chain) Profit + SG&A + R&D Channel Economics: Distributors/Resellers 15 ListPrice Revenue Reseller EU Discounts Distributor End Consumer Source: Mark Leslie, Stanford GSB
17. Channel Economics: OEM or IP Licensing 16 ListPrice Revenue EU Discounts Reseller Distributor Master Distributor Profit + SG&A + R&D Cost of Goods(Supply Chain) End Consumer Reseller Profit + SG&A + R&D Cost of Goods(Supply Chain) Your Product Becomes Your Customer’s COGs Source: Mark Leslie, Stanford GSB
19. Book Publishing 18 Publisher National Wholesaler Distributor Retailer Customer Percent of Retail 35% 15% 10% 40% $7.00 $3.00 $2.00 $8.00 $20.00 For their efforts, distributors take an additional 10% of retail. That means you get 35% of retail, the distributor gets 10%, the wholesaler gets 15% and the retailer gets 40% less any discount they offer the end customer
20. Book Publishing Economics 19 Publisher National Distributor Wholesaler Retailer Customer Allowances Wholesale costs Bills Markup Credit guarantees Payment guarantees Payment guarantees Return rights Credits Payments