What is Pricing Strategy and what are the objectives and factors affecting the Pricing Strategy.
There are Certain types of Pricing Strategies as well. Each and every strategy has its own affect on the product and services offered by an organization.
What is Pricing Strategy and what are the objectives and factors affecting the Pricing Strategy.
There are Certain types of Pricing Strategies as well. Each and every strategy has its own affect on the product and services offered by an organization.
Channel Information Systems
Purpose
Information - Advantages
Classification of Information
Information Process
Developing a Channel MIS
Use of Information
Sources of Data
Competition Tracking
Elements of a Channel Information System
Channel Performance Evaluation
IT System for Channels
Intensive Distribution
Retail Image refers to how a retailer is perceived by customers and others.To succeed, a retailer must communicate a distinctive, clear, and consistent image.
A complete information is given starting from the meaning of personality to its theories to its relation to marketing.
How consumers' personality affect in their buying habit and everything related is explained.
Chapter 2 Developing Marketing Strategies and PlansNishant Agrawal
Developing Marketing Strategies and Plans
Value Delivery Process
What is the Value Chain?
Core Business Processes
Core Competencies
What is Holistic Marketing?
Levels of a Marketing Plan
Corporate Headquarters Planning Activities
Distribution Channel
Management of Distribution Channel
Need of Distribution Channel
Need for Channel Management
Channel Partners and their Functions
Difference between Distributor and Wholesaler
Choice of Distribution System
Distribution Strategy
Factors Affecting Effective Management of Distribution Channels
Channel Conflict
Conflict Resolution
Motivating Channel Members
Selecting Channel Partners
Evaluating Channels
Channel Control
Marketing Channels
Channel Functions
Role of Intermediaries
Direct Distribution
InDirect Distribution
Marketing Channel Systems
Vertical Marketing System
Horizontal MS
Multi-channel Distribution
Distribution Channels
Spatial Discrepancy
Temporal Discrepancy
Breaking Bulk
Need for Assortment
Financial Support
Channel Flows
Three Flows Recognized
Degree of Involvement
Channel Levels
Key Learnings
Corporate VMS
Administered VMS
Contractual VMS
Vertical System
Best Practices for Channel Incentive ProgramsChannelinsight
Our purpose here is to examine channel incentive programs for best practices. What types of programs are manufacturers and
vendors using today? Which programs do channel partners respond to, and why? How do you measure success? How can
programs be improved? We’ll answer these questions and more,
drawing on experience and research conducted with practitioners who derive a majority of their income from the channel.
Channel Information Systems
Purpose
Information - Advantages
Classification of Information
Information Process
Developing a Channel MIS
Use of Information
Sources of Data
Competition Tracking
Elements of a Channel Information System
Channel Performance Evaluation
IT System for Channels
Intensive Distribution
Retail Image refers to how a retailer is perceived by customers and others.To succeed, a retailer must communicate a distinctive, clear, and consistent image.
A complete information is given starting from the meaning of personality to its theories to its relation to marketing.
How consumers' personality affect in their buying habit and everything related is explained.
Chapter 2 Developing Marketing Strategies and PlansNishant Agrawal
Developing Marketing Strategies and Plans
Value Delivery Process
What is the Value Chain?
Core Business Processes
Core Competencies
What is Holistic Marketing?
Levels of a Marketing Plan
Corporate Headquarters Planning Activities
Distribution Channel
Management of Distribution Channel
Need of Distribution Channel
Need for Channel Management
Channel Partners and their Functions
Difference between Distributor and Wholesaler
Choice of Distribution System
Distribution Strategy
Factors Affecting Effective Management of Distribution Channels
Channel Conflict
Conflict Resolution
Motivating Channel Members
Selecting Channel Partners
Evaluating Channels
Channel Control
Marketing Channels
Channel Functions
Role of Intermediaries
Direct Distribution
InDirect Distribution
Marketing Channel Systems
Vertical Marketing System
Horizontal MS
Multi-channel Distribution
Distribution Channels
Spatial Discrepancy
Temporal Discrepancy
Breaking Bulk
Need for Assortment
Financial Support
Channel Flows
Three Flows Recognized
Degree of Involvement
Channel Levels
Key Learnings
Corporate VMS
Administered VMS
Contractual VMS
Vertical System
Best Practices for Channel Incentive ProgramsChannelinsight
Our purpose here is to examine channel incentive programs for best practices. What types of programs are manufacturers and
vendors using today? Which programs do channel partners respond to, and why? How do you measure success? How can
programs be improved? We’ll answer these questions and more,
drawing on experience and research conducted with practitioners who derive a majority of their income from the channel.
Channel Incentives And Loyalty ProgramsChannel Sales
A channel incentive campaign offers channel partners something that motivates, rouses, or encourages specific behavior. Often focused on a specific product or within a finite time period, the incentive itself comes in the form of a bonus or reward, often monetary or other benefit in kind. A well executed channel incentive program creates a virtuous circle in which both channel partner and vendor are motivated to collaborate to attain improved performance and achieve pre-defined goals.
Top 11 Dealer Incentive Program Ideas for 2023.pdfRewardPort
A dealer incentive program encourages your channel partners, distributors, and resellers to adopt specific behaviours. The program should reward them with worthwhile incentives for acting as per the need of the business from time to time.
Depending on your market, channel partners can take on a variety of forms and come from a variety of industries. They may be distributors, resellers, independent retailers, affiliates, or even value-added service providers. Consider using channel partner software to make locating them simpler.
In essence, anyone who markets your brand but does not actively support your company can be a partner. Through channel partner programmes, you can most effectively make sure that they are elevating your brand above the competition.
Distribution Management, Need for Marketing Channels,Decision involved in setting up the channels, Management Strategies, Introduction to logistics Management, Retailing, wholesaling, Multi Channel Marketing.
When b-to-b suppliers fail to effectively engage and collaborate with large service provider partners, these relationships fall short of their potential. Suppliers must use five program components to choreograph partner engagement. This brief explains how to apply each of these components to engage large service provider partners.
Exploring the Channel Disconnect - within Technology Vendor Partner Programs.
Many vendors, across hardware and software enterprises, are struggling to engage and benefit from their partner programs.
This whitepaper explores some of the ways the UK technology channel is struggling with optimising their reseller programs, and steps they can take to improve their partner programs - to ultimately increase revenues, reduce the cost of sale and provide a more rounded experience to customers.
How to Level Up Your Channel Loyalty Program and Deepen Partner Relationships...RewardPort
In today’s business landscape, channel loyalty programs play a crucial role in keeping partners engaged and motivated to sell your products. However, as the competition grows, it’s important to continuously evaluate and improve these programs to ensure they are effectively incentivizing and rewarding your partners.
This PPT waz submitted to IIPM Delhi. Our group i.e. Mehfuz,Manish,Divyank,Shikha,Yuvaraj...
If one needs n e more ppts den contact on mefuz@yahoo.co.in
When b-to-b suppliers fail to effectively engage and collaborate with volume reseller partners (e.g. direct market resellers, corporate resellers, e-tailers), these relationships fall short of their potential. Suppliers must use five program components to choreograph partner engagement – incentives, communications, processes, training, and relationships. This brief explains how to apply each of these components to engage volume reseller partners.
A brand value chain is a structured approach to assessing the sources and outcomes of brand equity and the manner by which marketing activities create brand value.
Unveiling the Depths of Affiliate Marketing_ A Comprehensive Exploration.pdfaditya322659
1. Introduction to Affiliate Marketing:
Affiliate marketing is a powerful and dynamic online business model that allows individuals, known as affiliates, to earn commissions by promoting other companies' products or services. This collaborative approach benefits both the affiliates and the businesses they promote.
Key Components of Affiliate Marketing:
1. Affiliates:
Individuals who sign up for affiliate programs and promote products or services through unique affiliate links.
2. Merchants or Advertisers:
Businesses that create affiliate programs, providing promotional materials and compensating affiliates for successful sales or leads.
3. Consumers:
The target audience who, influenced by affiliates, make purchases or take desired actions on the merchant's platform.
2. MARKETING CHANNEL:
Marketing channel/ trade channel/ distribution channel are
sets of independent organizations involved in the process of
making a product/service available for use or consumption.
They are a set of pathways a product/service follows after
production culminating in purchase and use by the final
end user.
3. CHANNEL MEMBERS
Channel members are the people or intermediaries
through which goods and services go through before they
reach the consumer.
Intermediaries can be – wholesalers, retailers, brokers,
sales agent etc.
Wholesaler Retailer
Product
4. IMPORTANCE OF CHANNEL MEMBERS
Intermediaries can provide economies by reducing the
amount of work that must be done by both producers and
consumers.
Intermediaries transforms the assortments of products made
by producers into assortments wanted by consumers.
In making products and services available to consumers ,
channel members add value by bridging the major time,
place and possession gaps that separate goods and services
from those who use them.
5. Intermediaries help producers complete transaction
by:
Information: gathering and distributing marketing
research and intelligence information needed for planning
and aiding exchange.
Promotion: developing and spreading persuasive
communications about an offer.
Contact: finding and communicating with prospective buyer.
Matching: shaping and fitting the offer to the buyer’s needs
including activities such as manufacturing, assembling,
grading and packaging.
Negotiation: reaching an agreement on price.
6. Intermediaries help producers fulfill transaction by:
Physical distribution: transporting and storing goods.
Financing: acquiring and using funds to cover the costs of
the channel work.
Risk taking: assuming the risk of carrying out the channel
work.
7. MOTIVATING THE CHANNEL MEMBERS
Company’s now a days view its intermediaries in the same
way it views its end users.
To be able to stimulate channel members to top
performance, it is necessary to understand their needs and
wants and for this purpose it is necessary to motivate the
channel members.
Motivating the channel members means: taking such
actions that foster channel member cooperation in
implementing the manufacturer’s distribution objectives
beyond compliance active representation of products.
8. It includes:
finding out needs and problems of channel
members.
offering support to the channel members that
matches with their needs and problems.
Providing leadership through the effective use of
power.
9. MEANS TO MOTIVATE CHANNEL MEMBERS*
Cooperative Arrangements
Intermittent interactions between manufacturer
& channel members
Partnerships & Strategic Alliances
Continuing & mutually supportive relationship
Distribution Programming
Deals with virtually all aspects of the
channel relationship
10. COOPERATIVE ARRANGEMENTS
- Focuses on channel member needs & problems
- Simple & straightforward
- Conveys a clear sense of mutual benefit
- It includes:
Cooperative advertising allowances
Payments for interior displays
Contests for buyers, salespeople, etc.
Allowances for warehousing functions
Payments for window display space
Detail men who check inventory
Demonstrators
Coupon-handling allowance
Free goods
11. PARTNERSHIPS & STRATEGIC ALLIANCES*
-Focus on a continuing and mutually supportive relationship
between the manufacturer and its channel members.
Three basic phases
1. Manufacturer should make explicit statement of
policies in areas such as product availability,
technical support, pricing, etc.
2. Manufacturer should assess all existing distributors
as to their capabilities for fulfilling their roles
3. Manufacturer should continually appraise the
appropriateness of the policies guiding his
or her relationship with the channel members
12. DISTRIBUTION PROGRAMMING*
A comprehensive set of policies for the promotion of a
product through the channel.
Developed as a joint effort between the manufacturer and
the channel members to incorporate the needs of both.
Steps for developing a program:
1. Analysis of marketing objectives & the kinds of levels of
support needed from channel members
• Ascertains channel members’ needs &
problem areas
2. Formulate specific channel policies that offer:
• Price concessions to channel members
• Financial advice
• Some kind of protection for channel members
13. CHANNEL POWER:
It is defined as the ability to alter channel member’s behavior
so that they take actions they would not have taken
otherwise.
Following type of power can be drawn by manufacturer to
elicit cooperation:
Coercive power
Reward power
Legitimate power
Expert power
Referant power
14. COERCIVE POWER
A manufacturer threatens to withdraw a resource or
terminate a relationship if intermediaries fail to cooperate.
This power can be effective but its exercise produces
resentment and can generate conflict and can lead the
intermediaries to organize countervailing power.
REWARD POWER
The manufacturer offers intermediaries an extra benefit for
performing specific acts or functions.
It typically produces better results than coercive power , but
can be overrated.
Intermediaries may come to expect a reward every time the
manufacturer wants a certain behavior to occur.
15. LEGITIMATE POWER
The manufacturer requires a behavior that is warranted
under the contract.
As long as intermediaries view the manufacturer as a
legitimate leader, legitimate power works
EXPERT POWER
The manufacturer has special knowledge that the
intermediaries value.
However when expertise pass on to intermediaries this power
weakens.
16. REFERENT POWER
The manufacturer is so highly respected that intermediaries
are proud to be associated with it.
Companies such as IBM, Caterpillar and HP(Hewlett-
Packard) have high referent power
17. IMPORTANCE OF MOTIVATING CHANNEL MEMBERS
Motivational tools helps to ensure that channel members
give preference to company’s product over competitor’s
product
Motivation plays an important role in winning channel
member’s mind share.
By winning mind share, channel member recommend or
actively promote company’s product over competitor’s
product
BUILD PREFERENCE FOR BRANDS
18. Motivating intermediaries is an important strategy for
influencing channel members behavior.
Offering training programs or marketing support to
members add value to the relationship between supplier
and channel by helping them to improve their
performance and grow their own business.
A strong relationship makes it easier to launch new
products or marketing campaigns through the channel,
helping to build revenue and profits.
ADD VALUE TO PRODUCT OFFER
19. Financial incentives are an important source of
motivation to channel members.
By offering discounts , on purchases above an agreed
level channel members can be encouraged to stock or sell
more products.
Financial incentives helps in launching new products,
increase sales of existing products and widen distribution
base.
INCREASE SALES THROUGH THE CHANNEL
20. Motivation helps channel member to improve their
performance.
Offering them different bonus or discount levels,
marketing and training support, performance level can be
enhanced.
IMPROVE PERFORMANCE