There are some basic tips which can be applied in channel sales to get the best out of your distribution channel
1) Relations – The very first and the most important thing in channel sales management is maintaining relations with your channel partners. Although you yourself are a salaried employee, your distributors are entrepreneurs and proprietors and thus they deserve your respect at all times. On top of it, everyone has their own way of creating and maintaining relations. The smartest channel manager is the one who can maintain relations with all the different types of distributors and retailers.
Example – Titan carries out its sale of watches through distributors and retailers. The channel sales executive is responsible for getting the stock tally and for ensuring that optimum sales happen from the distributor and retailer counter. For this, the channel sales executive has to ensure that he maintains good relations with his channel partners.
2) Network – Channel sales generally happens based on geographical territory. Within a particular geographical territory there might be many channel dealers of same brands or different brands. Creating a network of channel members is important for the channel manager. This network can come in use anytime. A competitor might anytime switch over to the distribution of your brand. Similarly, your distributor might need a long list of retailers to distribute his products. In this case too your networking plays a crucial role. Overall, the more new channel members you add to your network, the more chances of success you have at channel sales.
3)The 4 p’s or the marketing mix – The marketing mix of your company also plays a crucial role in channel sales. The right marketing mix will keep your channel motivated and in your control. A poor marketing mix will probably cause your channel to lose customers to competition which is the surest way to demotivate your channel. If you are not promoting your product properly, or if the price is too high, or if the product is giving too many technical issues than all these reasons of the marketing mix will cause your channel to lose orderS
4)Commitments – Be it time, be it discounts or any support that you have promised your channel members, the commitments need to be followed. Your channel is made up of business men who are there to do business. Thus, if you are making any false commitments by yourself, you are destroying the reputation of your own company. On top of, if you build your image positively, than the same dealers will support you whenever your sale is down or even when you are in a different company with a different product altogether.
1) Relations – The very first and the most important thing in channel sales management is maintaining relations with your channel partners. Although you yourself are a salaried employee, your distributors are entrepreneurs and proprietors and thus they deserve your respect at all times. On top of it, everyone has their own way of creating and maintaining relations. The smartest channel manager is the one who can maintain relations with all the different types of distributors and retailers.
Example – Titan carries out its sale of watches through distributors and retailers. The channel sales executive is responsible for getting the stock tally and for ensuring that optimum sales happen from the distributor and retailer counter. For this, the channel sales executive has to ensure that he maintains good relations with his channel partners.
2) Network – Channel sales generally happens based on geographical territory. Within a particular geographical territory there might be many channel dealers of same brands or different brands. Creating a network of channel members is important for the channel manager. This network can come in use anytime. A competitor might anytime switch over to the distribution of your brand. Similarly, your distributor might need a long list of retailers to distribute his products. In this case too your networking plays a crucial role. Overall, the more new channel members you add to your network, the more chances of success you have at channel sales.
3)The 4 p’s or the marketing mix – The marketing mix of your company also plays a crucial role in channel sales. The right marketing mix will keep your channel motivated and in your control. A poor marketing mix will probably cause your channel to lose customers to competition which is the surest way to demotivate your channel. If you are not promoting your product properly, or if the price is too high, or if the product is giving too many technical issues than all these reasons of the marketing mix will cause your channel to lose orderS
4)Commitments – Be it time, be it discounts or any support that you have promised your channel members, the commitments need to be followed. Your channel is made up of business men who are there to do business. Thus, if you are making any false commitments by yourself, you are destroying the reputation of your own company. On top of, if you build your image positively, than the same dealers will support you whenever your sale is down or even when you are in a different company with a different product altogether.
No comments:
Post a Comment