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FOCUS AREAS ~ CHANNEL TRENDS

As a pan-industry practice, VIA has oversight of channel trends both overall and in individual industry sectors. These trends can include the emergence of new channels, enabled by new technologies or caused by regulatory change. In addition, this section includes trends in channel strategy and management. The articles below should prove illuminating to channel managers of any industry as the developments in one sector today are often replicated in other sectors tomorrow. For more information on channel trends, contact Guy Swarbrick on +44 207 585 3399 or gswarbrick@viaint.com.

Articles

All change for automotive
Guy Swarbrick
The motor industry doesn’t want to believe that alterations to its European Union block exemption, will make change inevitable. VIA director Guy Swarbrick argues that manufacturers and dealers could be in for a rude shock.

Sink or swim time for pharma
Max Hotopf
The internet, political change and lower profitability are forcing the pharmaceutical industry to re-think its entire routes to market map. Hugh Gosling, former editor of Pharmaceutical Marketing, investigates….

‘Ah, who cares? I’ll be out of here’
Max Hotopf
There has been a massive swing towards short-term thinking among sales and marketing executives in the last two years, according to Professor Erin Anderson at INSEAD.

Professor David Ford, Bath: Twinkle, twinkle, little star
Max Hotopf
The whole concept of channels or routes to market is redundant, according to Professor David Ford of the University of Bath in the UK. Think instead of huge galaxies of networks in which your company is but a single node.

Mobile phone replaces the loyalty card
Max Hotopf
Just hand over your mobile phone the next time you are asked for a loyalty card.

The day of the RFIDs
Max Hotopf
So far there are only around 800 million things in the world tagged with radio frequency identifier devices (RFIDs). But the fledgling industry behind the new technology – tiny chips with antennae that can be read by scanners – believes trillions of items will be tagged soon, everything from a can of coke to a car. RFID could revolutionise the supply chain.

Top buying group jumps industries
Max Hotopf
As buying group Affiliated Distributors is looking to move into new industries and is even researching Europe.

Why chief executives need to understand routes to market
Max Hotopf
We continue our series of interviews with channel academics. Max Hotopf meets Nirmalya Kumar, professor of marketing and e-commerce at IMD.

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