Mistakes in Sales Channel Management
Posted: Mon Jan 27, 2025 10:00 am
There are only four main mistakes that complicate work with intermediaries, but their consequences are quite serious.
Collaborate with everyone without any system
Why is this dangerous? It means wasting efforts on interactions with counterparties who are simply not capable of helping the company move towards its strategic goals. If you crypto email list choose intermediaries haphazardly, all the other problems described below will arise.
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For example, if a company at the stage of introducing a new brand to the market accepts offers of cooperation from everyone who approaches it in order to achieve maximum market coverage as quickly as possible, then intermediaries will actively engage in amateur activities, brand positioning will become unclear and poorly managed. And this means wasting the budget.
This mistake is often made by businesses that do not have a clearly defined overall marketing strategy: there are simply no criteria to rely on when making a choice.
Inciting conflicts in sales channels between their participants
Possible conflicts, their causes and ways of resolving them have already been discussed. In any case, the supplier should not be the instigator of quarrels, his task is to monitor the situation and prevent conflicts.
Lack of mutual information between the dealer and the supplier, lack of a clear plan for different types of sales channels
This makes both parties less flexible in their market behavior, which is not conducive to success.
Refusal to support intermediaries - both in terms of advertising and in terms of experience and knowledge
This attitude reduces dealer loyalty and sales volumes are much lower than possible because distribution channels are not used effectively.
Thus, channel management remains a complex and comprehensive task. The more systematically a company approaches its solution, the stronger its position in the market, the higher its sales and other indicators, the better the brand positioning, the wider the product is represented in target markets. The market itself is full of uncertainty, so there is no need to further increase entropy with your illiterate channel policy.
Collaborate with everyone without any system
Why is this dangerous? It means wasting efforts on interactions with counterparties who are simply not capable of helping the company move towards its strategic goals. If you crypto email list choose intermediaries haphazardly, all the other problems described below will arise.
Get clients from the site every month
In a guaranteed volume
Read more
For example, if a company at the stage of introducing a new brand to the market accepts offers of cooperation from everyone who approaches it in order to achieve maximum market coverage as quickly as possible, then intermediaries will actively engage in amateur activities, brand positioning will become unclear and poorly managed. And this means wasting the budget.
This mistake is often made by businesses that do not have a clearly defined overall marketing strategy: there are simply no criteria to rely on when making a choice.
Inciting conflicts in sales channels between their participants
Possible conflicts, their causes and ways of resolving them have already been discussed. In any case, the supplier should not be the instigator of quarrels, his task is to monitor the situation and prevent conflicts.
Lack of mutual information between the dealer and the supplier, lack of a clear plan for different types of sales channels
This makes both parties less flexible in their market behavior, which is not conducive to success.
Refusal to support intermediaries - both in terms of advertising and in terms of experience and knowledge
This attitude reduces dealer loyalty and sales volumes are much lower than possible because distribution channels are not used effectively.
Thus, channel management remains a complex and comprehensive task. The more systematically a company approaches its solution, the stronger its position in the market, the higher its sales and other indicators, the better the brand positioning, the wider the product is represented in target markets. The market itself is full of uncertainty, so there is no need to further increase entropy with your illiterate channel policy.