|
|
 |
|
FOCUS AREAS ~ CHANNEL ECONOMICS |
|
No vendor can hope to develop or implement effective channel strategies without a deep understanding of channel economics. It takes a combination of channel and accounting knowledge to be able to identify the key economic levers in your channel business models. The same skills are needed to understand how the channel impacts your own business in terms of cost-to-sell and cost-to-serve dynamics. The articles below provide examples of the insights that VIA has built up from years of detailed research and tracking. To find out how VIA could help you to gain competitive insights into your channel economics, contact Julian Dent on +44 207 585 3399 or at jdent@viaint.com. |
| Articles |
Benchmarking: creating order out of chaos
Max Hotopf
Can you spot the market segments with the biggest opportunities in each country and marry them to your most capable partners? We talk to Chris Rose, global account director at Trimble, the market leader in global positioning system (GPS) technology, about how to harness the power of benchmarking.
Sandy Jap, Associate Professor of Marketing, Goizueta: Taking the pain out of reverse auctions
Max Hotopf
Online reverse auctions, in which suppliers publicly vie to deliver a product for the lowest possible price, deliver major price cuts. But at what cost to supplier/buyer relationships? We talk to Sandy Jap, Associate Professor of Marketing at Goizueta Business School, Emory University, Atlanta.
Implementing Channel Profitability
Julian Dent
If the benefits of measuring channel profitability are so great, why do so few companies actually do it? We look at the pitfalls and how to avoid them.
What numbers should you collect?
Julian Dent
There are no hard and fast rules about the best numbers for measuring channel profitability. Here we give a brief run-down of the main ratios and explore how best to determine the numbers that suit your organisation.
Improving channel profits
Julian Dent
How can you have a channel strategy if you don’t know which channels and intermediaries make you money and which lead to losses? We look at how to use such measurements to boost your performance.
Robb Turnbull, VIA: Seeing your products their way
Robert Turnbull
Understanding how your channel partners see your products, and how their business models function, is essential if you are to present a compelling value proposition to them. RTM editor Max Hotopf talks to Robb Turnbull, a consultant at VIA International, about channel economics.
Why fulfillment can't compete with distribution
Max Hotopf
It is becoming increasingly clear that the fulfillment model, whereby manufacturers pay an intermediary a fee to deliver products to end-users or resellers, simply can not compete in most mass markets.
Make sure you are taking care of your best partners
Julian Dent
Are you subsidising your best partners with your worst?
Bill McGlynn, Hewlett-Packard - Understanding your partners business models
Max Hotopf
Few suppliers have a clear idea of how their distributors and other intermediaries actually make their money. But such insight is vital if you are to get the most out of your partners, argues Bill McGlynn, Vice President, Digital Printing Solutions at HP. He explains how such insight led him to completely redesign his approach to channels.
|
|
