This document outlines the key steps in the channel management process: 1) Analyze customers and determine if they are the immediate purchaser or ultimate user; 2) Establish channel objectives by balancing risk/reward with long-term strategy and goals; 3) Specify the distribution tasks and determine the appropriate level of cooperation vs delegation to channel members. It also discusses evaluating and selecting intermediaries based on the level of intensity, selectivity or exclusivity desired, as well as the need to continuously evaluate channel member performance and make changes if needed.