Channel managers are responsible for leading and directing the efforts of distributors, dealers and reps in realizing the goals set for sales of products through distribution channels. Here are some questions to answer as you plan your efforts.
1. Identify major sets of end-customers (accounts or segments) that require different services from your distribution channel. Describe the segments and list the specific service requirements of each.
2. In what stage of the life cycle are your major products? What knowledge and support on the part of the channel are required to be successful with these products?
3. On average, approximately what percent of your distributors’ (or agents’) total revenue comes from the sale of your company’s products?
4. Define the pre-sale, sale, and post-sale activities required to sell your products to each type of end-customer. Be specific.
5. Do you have different levels or categories of distributors or agents? What are the specific requirements to be part of each category?
6. What types of support do you provide to your distributors or agents? What do they expect from you?
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Aligning Your Channel Tactics is a slide presentation condensed from corporate training on the topic. Given the size of the file I disabled the automatic download. However, you can still download and save the file.