Distributorship & Channel Management

Support commercial model entry decisions on channel strategy – direct vs. distributor vs. hybrid models – based on market specific needs, economics, risks

Help manufacturers on their channel management strategies. from design, implementation to management.

  • The Role of Channel Management
  • Channel Strategy
  • Goals & Objectives
  • Markets Analysis & Targeting
  • End Users
  • Channel Types
  • Sales Coverage Strategy
  • Roles & Responsabilities
  • Profitable Compliant Growth
  • Channel Management Strategy Review
  • Economics & Compensation
  • Channel Programs & Technology
  • Channel Power/Window/Mindshare
  • Channel Growability
  • Conflict Management/Rules of Engagement
  • Channel Management Concepts Review
  • Define Coverage
  • Target & Recruit
  • Engage & Ramp-up
  • Train & Support
  • Manage & Grow
  • Optimize
  • Channel Management process Review
  • Personal Action Plan
  • Coverage (See more)
  • Competitiveness (Win more)
  • Customer (Retain more)