Channel Strategies DB

Channel Strategies DB

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Unformatted text preview: ity for Canon to successfully enter the market without making errors made by previous new entrants. GeRng to the region or country and spending 4me there is a recommended strategy to beOer learn and understand the business. Discovering where the pain points are is important in determining strategy. Rela4onships built with channel partners will help develop trust and open communica4on, thus developing greater informa4on about the marketplace. Unknown (n.d) Cambridge Dic4onaries Online Retrieved from hOp://dic4onary.cambridge.org/us/dic4onary /business- english/channel- strategy Avoiding the piXalls of channel management. IEE Manufacturing Engineer. December/January, 2005/2006 (Post is Read) Thread: Post: Author: Channel Strategies RE: Channel Strategies Sara Starbuck Posted Date: Status: March 24, 2013 7:19 PM Published Angeleah, Good point. Visiting sites is important for a number of reasons. It gives the company an idea of the area they will be servicing, builds trust with channel partners and also can build trust with the local community. Sara (Post is Unread) Thread: Post: Author: Channel Strategies RE: a question Sara Starbuck Posted Date: Status: March 24, 2013 7:14 PM Published Professor and everyone, I feel channel partners are customer experts. They know the communities they serve. This can be extremely valuable when introducing a new product. The channel partners know what has worked in the past and what has failed. They can provide feedback on how to best introduce to 3 of 23 5/22/13 10:29 AM Collection http://post.blackboard.com/webapps/discussionboard/do/messa... the product into their community. Additionally, if the channel partner is well establish in the community, they have the consumer's trust. Consumers will be more likely to buy a product they recommend. Sara (Post is Read) Thread: Post: Author: Channel Strategies RE: Channel Strategies Sara Starbuck Posted Date: Status: March 23, 2013 10:52 PM Published Cynthia Very true, having relationships with channel partners with local expertise is very important. Local channel partners often know what products work best in their market and can provide advice as to why others have failed in the market. That relationship can be invaluable. Sara (Post is Unread) Thread: Post: Author: Channel Strategies RE: Channel Strategies Sara Starbuck Posted Date: Status: March 23, 2013 10:46 PM Published Nadir, I agree direct distribution can be beneficial, but it depends on the product and the target market. What might work for film would not necessarily work for hair products. It's important that a company keep this in mind when choosing their distribution channels. Sara (Post is Unread) Thread: Post: Author: Channel Strategies RE: Channel Strategies Sara Starbuck Posted Date: Status: March 23, 2013 10:39 PM Published Nadir, Do you feel that one strategy (push vs. pull) is more efective than the other? Pull seems to be the more prominent strategy, what is the benefit of push? Sara (Post is Unread) Thread: 4 of 23 Channel Strategies Posted Date: March 20, 2013 10:42 PM 5/22/13 10:29 AM Collection http://post.blackboard.com/webapps/discussionboard/do/messa... Post: Author: RE: Channel Strategies Sara Starbuck Status: Published Manufacturers need to take into account what their product is, what their market is and their overall business when deciding what channels to use (Riley). It wouldn’t make good business sense of Haute Couture clothing designers whose targets are wealthy fashionistas to go through a wholesaler then a retailer in order to get to the end consumer. Their garments are custom made for specific individuals or body types and are one of a kind. Direct distribution would be the best route. Conversely, since the number of channels has grown significantly over the last 50 years, direct distribution of vacuums via door-to-door salesmen is no longer appropriate. The cost would be too high. One of the most beneficial things a producer can do is cultivate a trusting relationship with their channel members (Columbus, 2009). A manufacturer is more likely to succeed in a new market by developing a close relationship with channel members. Listening to channel members suggestions and feedback and spending time getting to know their business and customer base can help the manufacturer determine areas of weakness and how service can be improved (Columbus, 2005/2006). Channel members also tend to have a better idea of against who manufacturers are competing (Columbus, 2009). They have their ears to the grind stone, so to speak. Building trust and loyalty with channel members is beneficial for all parties involved. Columbus, L. December/January, 2005/2006. Avoiding the pitfalls of channel management. IEE Manufacturing Engineer. Columbus, L. August 21st, 2009. Best channel partner practices: how to exceed customer expectations. Expert Access. Retrieved from: http://expertaccess.cincom.com/2009/08/bestcha...
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This note was uploaded on 02/08/2014 for the course BUS 504 taught by Professor Robinchase during the Fall '12 term at Post.

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