Success Strategies in Channel Management

1. Success Strategies in Channel Management Outline

2. Main Topic Areas • Introduction • Building Channels • Managing Channels • Implementation • Specific Topics • Global Challenges • Legal Issues • Pricing • Channels for Services

3. Preparing a Marketing for Channels Plan(9) Sec1.ppt Logistics and Supply Chain Management (51) Sec4.ppt Marketing Channels (23) Sec2.ppt Introduction Channel Design and Implementation (40) Sec3.ppt New and Different Channel Forms and Trends (62) Sec6.ppt

4. Selection Criteria (77) Sec9.ppt Channel Implementation (67) Sec7.ppt Building Channels Vertical Integration: Owning the Channel (83) Sec22.ppt Channel Structure and Membership Issues (71) Sec9.ppt

5. Bargaining for Influence with Channel Members (116) Sec13.ppt Partner Relationship Management (89) Sec10.ppt Managing Channels Channel Power: Getting It, Using It, Keeping It (120) Sec14.ppt Key Account Management in Collaborative Relationship Building (108) Sec12.ppt Managing Conflict to Increase Channel Coordination (138) Sec16.ppt

6. Implementation Performance Measurement (149) Sec17.ppt Making the Plan Work Effectively (154) Sec18.ppt • Selection and Termination Policies 176 • Sec20.ppt

7. Global Challenges and Opportunities (130) Sec15.ppt • Legal Issues (161) • Sec19.ppt Specific Topics Channels for Services 59 Sec5.ppt • Pricing (180) • Sec21.ppt

8. Success Strategies in Channel Management Power Point Presentations by Sections

9. Establishing and Implementing The Value Strategy Sec1.ppt Strategic Considerations Sec1-1.ppt Factors in Deriving Economic Value Sec1-2.ppt Preparing a Marketing Plan for Channels Sec1.ppt

10. Delivering Value -The Search for a Sustainable Competitive AdvantageA strategy that does not last is not effective or optimum..marketing channels can be viewed as exchange facilitator – or deliverers of value. Delivering Value For marketing channels to succeed in a competitive marketplace, independent marketing organizations must combine their resources to pursue common goals. Focus on What Markets Want Marketing, Exchange and the Value Concept Specific entrepreneurial aspects of the strategy formation • Value Driven MarketingUnderstand the Value; • Create/Configure the Value; • Communicate the Value; • Deliver Value. Strategy and Planning Deliver Value/Delivered Value Establishing and Implementing The Value Strategy Sec1.ppt

11. 2. Monopolistic/Oligopolistic Market Behaviour The problem with building a defensive wall is that one loses the benefits of competition – improved performance. 1. Competition and Co-operation The basic assumption in Strategy is competition. Competitive behaviour sees organisations taking an adversarial role in all exchange situations 3. Co-operative Market Behaviour Co-operative behaviour is characterised by organisations exhibiting behaviour that focuses primarily on co-operation with market supporters – (strategic relationship building to leverage collaborative efforts. 4. Syncretic Market BehaviourThe attempt to achieve a dynamic balance between positives to be found in both competitive and co-operative strategies Competition Sec1-1.ppt

12. Value and Resource Scarcity Value and Market Information Cooperation Preparing a Marketing Plan for Channels Factors in Deriving Economic Value Sec1-2.ppt Information: The Core of Transaction Costs Transaction-Specific Assets Specific Human Assets Brand Capital Time Specificity

13. Components of Customer Value form, place, possession, and time Marketing Channels Creating Customer Value via Channels of Distribution\ Marketing Channels: Structure and Functions Customer Relationship Management Three types of channel relationships exist:Supplier Relationships. Customer Relationships. Lateral Relationships. Demand-Side Factors Facilitation of Search, Adjustment of Assortment Discrepancy, Routinisation of Transactions Reduction in Number of Contacts. SIFTing Marketing Channels Sec2.ppt Marketing Channel Membership What Is The Work Of The Marketing Channel?

14. Section 3 –Channel Design and Implementation 3.1 Channel Access Formats Sec3.1.ppt Channel Design and Implementation Sec3.ppt

15. Channel Design and Implementation Channel Design: Segmentation Channel Selection Channel Access Formats Sec3.1.ppt Channels Type Options Establish New Channels or Refine Existing Channels?

16. The Importance of Logistics in Channels Inventory Management in Marketing Channels Inventory Holding Costs Reducing Inventory Pseudo Inventory Reduction Real Inventory Reduction Sec4-1.ppt Logistics and Supply Chain Management Supply Chain Management Efficient Consumer Response Changes in Merchandising Category Management Physical Efficiency versus Market Responsiveness Fulfilment and Transportation Critical Supply Chain Elements Documentation Logistics and Supply Chain ManagementSec4.ppt

17. Inventory Management Inventory Holding Costs Reducing Inventory JIT Inventory – Demand Uncertainty Real Inventory Reduction Pseudo Inventory Reduction Inventory Management in Marketing Channels Sec4-1.ppt

18. Coverage versus Assortment Issues Regarding Distribution Intensity and Vertical Restraints Why Downstream Channel Members Dislike Intensive Distribution Brand Strategy: Quality Positioning and Premium Pricing How Channel Members Drop Brands The Nature of the Value Offer Category Degree of Category Exclusivity Channel Implementation Distribution Intensity and Vertical Restraints 7 - Struct and Membership.doc

19. Should Intermediaries Be Used at All? Who Should Be In The Channel? What Types of Intermediaries Should Be Used? Channel Structure and Membership Issues 8 - Selection Criteria.doc The Impact Of Structural Decisions On Channel Coordination Flows to Be Performed, Appropriate Intermediary Choices A Single Channel or Multiple Distribution? Which Specific Intermediaries Should Be Used? How Many Channel Members Should There Be At A Given Level of the Channel?

20. Distributor and Agent Selection Criteria Recruiting and Screening New Prospects Recruiting as a Continuous Process. Business Policies that Bond Your Channel to You Preparing a Business Policy Statement Screening Credit Personality Business and Operational Criteria Channel Candidate Inducements Distributor and Agent Selection Criteria Sec9.ppt Final Selection Criteria - SPEAR

21. The Benefits of Strategic Partnerships in Channel Strategy Strategic Alliances: Their Nature and the Motives for Creating Them Do Alliances Outperform Ordinary Channels? Principals That Drive Improved Channel Collaboration: Positive Channel Relationships All partnering is based on a few common denominators: Why Forge a Strategic Distribution Alliance? Upstream and Downstream Motives Things that cause bad dealer relations Objectives In Dealer Relations Complaints About Dealers Guidelines that can help in partnering with customers and suppliers Partner Relationship Management Sec10.ppt

22. Motivating New Channel Members 11.2 Motivational Concepts and Processes Sec11.2.ppt Motivating New Channel Members Sec11.ppt

23. Motivating New Channel Members Securing Recruits for the Long Term The Channel Relationship Life Cycle Motivational Concepts and Processes Sec11.2.ppt Improving Service to Channel Partners How Do You Create Trust in a Channel? What inspires a channel member's confidence? How the Other Side Gauges Your Commitment The Fundamental Role of Economic Satisfaction What produces non-economic satisfaction? Actions That Bind Suppliers to Distributors

24. Here are a few ways to give your new relationship a positive foundation. Push Strategies Pull Strategies Sales and Product (Value Offer) Training Motivating New Channel Members Motivational Concepts and Processes Sec11.2.ppt Guidelines for Great Channel Partnerships

25. Stages in KAM Uncoupling-KAM Key Account Management Inter-relational causes of uncoupling: Breach of Trust Cultural Mismatch Quality Problems Key Account Quiz Analysing The Potential For Partnership/Synergy Key Account Management in Collaborative Relationship BuildingSec12.ppt External Causes of Uncoupling: Changing market positions Financial problems

26. Bargaining for Influence with Channel Members Desired Coordination Producer-Specific Investments by Downstream Channel Members Bargaining for Influence with Channel Members Sec13.ppt Exclusive Dealing Saving Costs by Limiting the Number of Trading Partners Stimulating the Benefits of Selectivity While Maintaining Intensive Coverage Dependence Balancing Trading Territory Exclusivity for Category Exclusivity Reassurance Using Selectivity to Stabilize Fragile Relationships The Price of the Concession

27. Channel Power Power in Channel Implementation Channel Power: Getting It, Using It, Keeping It Sec14.ppt Power Defined Why Marketing Channels Require Power Influence Strategies How to Frame an Influence Attempt Power as the Opposite of Dependence Measuring Dependence The Balance Of Power Imbalanced Dependence Sources of Power

28. Global Challenges and Opportunities Sec15.ppt Types of International Exchange Relationships Multinational Exchange Relationships Global Exchange Relationships Transnational Exchange Relationships Reasons for International Exchange Relationships Success and Failure Factors Indirect Marketing Channels Global Partner Selection Factors Develop Flexible Transaction Structures International Marketing Channels and the Environment Sociocultural Factors Technological Factors Selecting International Exchange Partners the Five Cs

29. Forms of Channel Conflict Managing Conflict to Increase Channel Coordination Assessing the Degree and Nature of Channel Conflict Measuring Conflict Managing Conflict to Increase Channel CoordinationSec16.ppt Styles of Conflict Resolution Accommodation Repeated Compromise Competition Collaboration When Conflict Is Desirable When Is Conflict Functional? Major Sources of Conflict Competing Goals Differing Perceptions of Reality Clashes Over Domains Multiple Channels Conflict Resolution Strategies Co-optation Third-Party Mechanisms Building Relational Norms Information Exchange Fuelling Conflict

30. Performance Measurement Channel Member Evaluation A Framework for Developing Measures of Channel Member Performance Performance Measurement Sec17.ppt Direct and Indirect Measures Financial Measures

31. Implementing, Measuring and Assessing the Value Exchange Plan Key Components of the Plan Implementing the Plan Structures for Implementation Effective communication Controlling the Marketing Channels Program Measuring and Assessing Performance Financial Measures Non-Financial Measures Customer Service Measurement Implementation - Making the Plan Work Effectively Sec18.ppt Dealing with Failure Strategic Tunnel Vision Perfectionism Success and Commitment

32. Legal Constraints on Marketing Channel Policies Market Coverage Policies Pricing Policies Discounts Legal Issues Sec19.ppt Product Line Policies Promotional Allowances and Services Product Policies Exclusive Dealing

33. Selection and Termination Policies International Variations Terminating Agents and Distributors Selection and Termination Policies Sec21.ppt Termination as Strategy Common Ground Rules Confusion Over Terms

34. Pricing Policy and Methods Price Cutting Buyer Evaluation Pricing in Channels Sec21.ppt Eight Stages In Establishing Prices Price and Value Segmented Pricing Common Pricing and Methods Competition-Based Methods Profit-Based Methods Competition Oriented Pricing Discounts and Allowances

35. Vertical Integration: Owning the Channel Make or Buy: A Critical Determinant of Company Competencies Degrees of Vertical Integration Important forms of company-specific capabilities Deciding When to Vertically Integrate Forward Vertical Integration: Owning the Channel Sec22.ppt Outsourcing as the Starting Point Six Reasons to Outsource Distribution Vertical Integration Forward When Competition Is Low

36. Channels for Services Direct Delivery of Value Delivery of Value via Intermediaries Independent Service Channels Innovations in Methods of Distributing Services Channels for Services Sec6.ppt