Via International - Channel Compensation

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Distribution Channels- Understanding and Managing Channels to Market

Published by Kogan Page in August this year

FOCUS AREAS

> Channel Strategy

> Channel Management

> Channel Economics

> Channel Compensation

> Channel Trends

> PRM

> Account Management

> Skills & development

> Customer focus

> Marketing & brand management

> Retail channels

> SMB Channels

> Legal & regulatory frameworks

FOCUS AREAS ~ CHANNEL COMPENSATION

VIA believes that channel compensation should be closely related to channel performance and connected to the channel's own business model in a way that delivers maximum business impact. Too much compensation is often wasted by being passed on to the street or is not effective in influencing channel behaviour. The articles below give a flavour of some of the techniques for ensuring channel compensation supports your objectives. To find out more, contact Julian Dent on +44 207 585 3399 or at jdent@viaint.com.

Articles

When and how should you invest with partners?
David Coleiro
Ever made a big investment only to find that your partners really had little or no commitment to you? VIA consultant, David Coleiro looks at how to find out when partners are ready to reciprocate, allowing you to systematically decide when and how to invest…

Rewarding added value
Julian Dent
Rewarding channels for adding value can move your co's share price by cutting go to market costs, seizing a dominant position or ensuring happier customers. When does it work & what are the pitfalls?

New ways of paying partners and influencers
Julian Dent
Giving partners a straight discount for reselling a product can be pretty unsatisfactory. When someone else takes title, the supplier loses a lot of control. High inventory, grey markets and channels which pass product on at the lowest price, are all problems which can bedevil you.

Do joint loyalty schemes work?
Max Hotopf
Battle has been joined by purveyors of two different loyalty schemes.

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