Selecting Channel Members, Training Channel Members, Motivating Channel Members, Channel Power, Evaluating Channel Members, Modifying Channel Design.

1. Channel Management Decisions
Group-3:
Dipesh Raj Pandey
Dibya Raj Sapkota
Kushal Chandra Shrestha
Natasha Baidya
Spartakas Dhakal
Trijya Kafle

2. Channel Management Decision
Selecting channel members
Training and motivating channel members
Evaluating channel members
Modifying channel design and arrangements

3. Selecting Channel Members
• Determine characteristics that better distinguish the better intermediaries
• Other lines carried
• Growth and profit record
• Cooperativeness
• Service reputation

4. Training and Motivating Channel Members
• Understand the needs of the channel members
• Construct a channel positioning
• Plan and implement capability building programs
• E.g. Microsoft
• Constant communiccation
• Intermediaries as partners

5. Channel Power
Coercive power
Reward power
Legitimate power
Expert power
Referent power

6. Efficient Consumer Response
Demand side management
Supply side management
Enablers and integrators

7. Evaluating Channel Members
• Set standards
• Sales quota
• Average inventory levels
• Customer delivery time
• Treatment of damaged and lost goods
• Cooperation in promotional and training program

8. Under performer
• Counseled
• Retrained
• Motivated
• Terminated

9. Modifying Channel Design
• Deviate from plan
• Consumer buying patterns
• Market expands
• New Competition

10. Modifying Channel Design
• Innovative distribution channels
• Product life cycle stage
• High competition
• Low entry barriers

11. Add or Drop
• Incremental Analysis
• Sales decrease below certain level
• Consumer shopping information
• Revise channel strategy
• Gap between ideal and existing

12. Patanjali
• No of transport vehicle
• No of salesperson
• Association with any Political/Social/Religious Institution
• Detail of alternate business
• Warehouse area
• Last year turnover if you have
• Investment Capacity