Channel Strategies in a Wired World
Some online distribution strategies offer significant cost savings, either through operating expense reduction or the elimination of commissions; online travel reservations and some forms of online exchanges have provided these benefits. Other attempts at online sales have been ignored by customers, have produced no savings, or worse yet, have alienated channel partners and led to effective and immediate retaliation.
At this presentation you will learn:
-
Which participants in your distribution channel are value-adding partners and which are expensive relics of a former distribution strategy
-
Which participants in your channel can safely be bypassed, which must be appeased, and which retain significant power to retaliate if you attempt to bypass them
|
