Channel Strategies DB

D references business in the city staying ahead of

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Unformatted text preview: Again, they don’t want to stray too far from your original idea but it never hurts to be innovative in your strategy. Try to expand their offering if it’s feasible. -Look to the future. “ Businesses that plan for growth are more successful than those that are happy to stay still. Keep up with developments in your sector, follow consumer trends, invest in new technology and - crucially have a clear idea of where they want to be in one, three and five years' time” (Business, n.d). References Business in the City: Staying ahead of your competition. (n.d.). Business in the City. Retrieved March 23, 2013, from (Post is Read) Thread: Post: Author: 9 of 23 Channel Strategies RE: Channel Strategies Claudia Sasso Posted Date: Status: March 23, 2013 12:47 AM Published 5/22/13 10:29 AM Collection Hi Sara, I agree with you. Good trusting relationships with channel members is beneficial for all members of the channel. However, as with any relationship conflict is inevitable. That being said sometimes conflicts ends up being the best thing that can happen. Conflict should result in more efective and efcient channel performance, provided it does not become destructive. Disagreements among channel members can occur for several reasons, including incompatible goals, unclear rights and responsibilities, and misperceptions and poor communication. Firms can pursue several approaches aimed at recognizing and resolving potential conflicts early before they cause a breakdown of cooperation in the system. These include involving channel members in policy decisions (use of dealer advisory boards), increasing interaction among personnel at all levels (a manufacturer’s salespersons making sales calls with each of its distributors), focusing on common goals, and the use of mediation and arbitration. A manufacturer might also proactively adjust policy to defuse the source of conflict or increase the incentives and rewards available to channel members to lessen the economic consequences of contentious issues. For example, Hallmark created a separate line of greetings cards for sales through mass merchandisers to reduce the amount of direct competition with its traditional retailers, and it created a Web site that helped those retailers attain discounts from other, noncompeting suppliers and thereby improve their profits (Distribution Channels, n.d). References Distribution Channels | McGraw-Hill Answers. (n.d.). Home | McGraw-Hill Answers. Retrieved March 23, 2013, from /distribution-channels (Post is Read) Thread: Post: Author: Channel Strategies RE: Channel Strategies Claudia Sasso Posted Date: Status: March 20, 2013 6:02 PM Published Hi Gorete, great post. I really enjoyed reading the relationship analogy you made. A well-built channel strategy line up the significant resources committed to channel activities, for instance, partner relationships, alliances, trade spend, etc as some of the key components supporting channel activities. It is also important for companies to develop channel strategies that provide a clear direction on which channels to exploit to target specific segments in specific markets, how to succeed in new/existing markets and how to compete locally. A solid channel strategy is focused on understanding the opportunities, drivers and structures of diverse markets to ensure local firm resources are focused on ensuring goods are in the right place and at the right price when customers decide to buy (Channel Strategy, 2009). References Channel Strategy: Getting Straight to the Point. (2009). Deloitte. Retrieved March 20, 2013, from /Industries/Consumer%20Business/WICM/UK_CB_ChannelStrategy.pdf (Post is Read) 10 of 23 5/22/13 10:29 AM Collection Thread: Post: Author: Channel Strategies RE: Channel Strategies Claudia Sasso Posted Date: Status: March 19, 2013 10:58 PM Published When reading the article, I liked the part where the author explained her view that joint ventures are the path that many manufacturers take to move into a global channel strategy. Joint ventures allow companies to build relationships and enter markets that might have high entry barriers. If a company wants to expand overseas, joint ventures can give the company rapid entrance to important markets. Forming a joint venture with an established local company will save time and money and will not require acquiring licenses and other documentation to do business in other places. Some of the advantages of joint ventures are the following: -Provide companies with the opportunity to gain new capacity and expertise -Allow companies to enter related businesses or new geographic markets or gain new technological knowledge -Access to greater resources, including specialized staff and...
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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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