What are the different sources that an organization can rely upon to find new channel members?

Terms in this set (14)

Field Sales Organisations.
Trade sources.
Reseller inquiries.
Customers.
Advertising.
Trade shows.
Other sources.

What is a potential problem with the use of the sales force as a means for finding prospective channel members?

A potential problem in using the sales force to find prospective channel members is the possibility that the manufacturer may not adequately reward salespeople for their efforts in finding potential channel members.

What are the three steps in the process of selecting channel members?

The selection of channel members is the last (seventh) phase of channel design. The selection process consists of three basic steps: (1) finding prospective channel members, (2) applying selection criteria to determine whether these members are suitable, and (3) securing prospective members for the channel.

Why is it important to select channel members?

The selection of a distribution channel is of strategic importance as it influences the success of a business enterprise in the short‐run as well as in the long‐run. As such, the choice of a distribution channel should be based on rational thinking and systematic analysis.

How do I select a channel member?

Guidelines:

Think about your target market segments.
Level & type of support required by the channel member.
Pick your distributor carefully – weighing all factors; product, size, service, capability.
Remember selling & distribution requirements change over time.

How do you manage channel conflicts?

Exclusive Products: Take advantage of products or services that are exclusively given to you. Exclusive items or services generate stories, increase demand for your products or services, and showcase your brand. This way, you avoid channel conflicts with retailers and other resellers.

How do you plan a distribution strategy?

How to Create a Distribution Strategy That Actually Makes Money

Step 1: Evaluate the end-user.
Step 2: Identify potential marketing intermediaries.
Step 3: Research potential marketing intermediares.
Step 4: Narrow in on the profitable distribution channels.
Step 5: Manage your channels of distribution.

What are different types of distribution strategies?

1) Indirect distribution.
2) Direct distribution.
3) Intensive distribution.
4) Selective distribution.
5) Exclusive distribution.

What is distribution strategy example?

Modern retail brands are also examples of direct distribution channels. These brands prefer to have single channel manufacturers and set up their own shop to sell their products. Clothing brands, fast-food brands, etc. make use of the direct distribution strategy for quick access to their consumer base.

How can you make a distribution channel effective?

Six ways to improve distribution channel performance

Make it a priority.
Develop measurements and track performance.
Communicate!
Drive revenue through the channel.
Avoid pricing conflicts.
Address conflicts swiftly.

How do you motivate distribution channel members?

How to Motivate a Channel Partner

Step #1. Understand the Relationship.
Step #2: Limit the numbers. It’s a big mistake to recruit too many channel partners.
Step #3: Create joint ventures.
Step #4: Get team consensus.
Step #5: Target your markets.
Step #6: Recruit a top manager.
Step #7: Train, train, train.
Step #8: Support, support, support.

What is channel leadership?

Channel leadership behavior can be defined as activ- ities carried out by a channel member to influence the. marketing policies and strategies of other channel. members for the purpose of controlling various as- pects of channel operations.

Is the ability to change channel members behavior?

Definition: The Channel Power refers to the ability of any one channel member to alter or modify the behavior of other members in the distribution channel, due to its relatively strong position in the market.