Uploaded byDipesh Panday
Channel Management Decisions
The document discusses key aspects of channel management decisions, including the selection, training, and evaluation of channel members. It emphasizes the importance of understanding channel member needs and establishing effective communication as well as various forms of channel power. Additionally, it addresses modifying channel design in response to market dynamics and the necessity for ongoing evaluation and strategic revision.
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Channel Management Decisions
- 1. Channel Management Decisions Group-3: DipeshRaj Pandey Dibya Raj Sapkota Kushal Chandra Shrestha Natasha Baidya Spartakas Dhakal Trijya Kafle
- 2. Channel Management Decision Selectingchannel 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 MotivatingChannel 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 Rewardpower Legitimate power Expert power Referent power
- 6. Efficient Consumer Response Demandside 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 oftransport 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
Editor's Notes
- #5 -View its intermediaries in the same ways as viewing its customers -channel offerings are tailored to provide value to the intermmedieries And other capability building program to improve the intermediaries performance