Tài liệu môn Channel Management

PROBLEMS

TRỊNH QUANG


MAYBE YOU NEED TO DIVIDE THE CONTENT

The
distribution
density of
retailers is not
uniform, there
are still areas
where the
company

The company’s
distribution channel
has only focused on
two main provinces,
Hanoi and Saigon,
which have not yet
been spread evenly
– that requires a
large human


YOU COULD USE
THREE COLUMNS, WHY NOT?

So, leading to

finding &
research
information which
serve for the
company’s
business still time
consumin and it’s
hard to control a
huge of

Although there are
policies to
encourage
middlemen, some
intermediary still
do not have a
positive attitude
towards the
company – these
middlemen
restrictive sale the

The
company’s
management
system is not
yet rigid.


SOLUTION

01

Improving market
research’activities and posing
clear questions for the purpose
of the study.


FOR
EXAMPLE
For intermediaries:
Where do they work ? How many
suppliers do they buy ? Why do they
buy goods form other suppliers ?
What kind of product do they
usually import ? How much volume
do they buy ? What time do they
willing to renew their store ?
For end – users:
Are they really satisfied with the
company’s product ? How much
volume will the customer buy ?
For competitors:
Selling price & policy for


0
2

Choose the right
strategy for the channel


Pay attention on
seasons or holidays in
order to apply
discounts and
promotions to speed
up the consumption
of goods from
intermediateries.

FOR EXAMPLE

Evaluate channel
members for
reasonable reward,
creating attraction
for neighboring
channels

Rate of growth over
time = (Sales
reached during the
period – Sales for
the same period
earlier ) x100% /
Sales for the same

period earlier


THANKS!