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A manufacturer's approach to offering its product through different selling intermediaries.
Computer Market Research's Channel Sales Solutions:
Computer Market Research's tools assist manufacturers in creating a channel partnership that enhances productivity, transparency, loyalty, longevity, and success.
Best Practices for a Successful Channel Incentive Program Vendors depend on channel incentive programs to drive the performance of products and penetrate new markets. Partners rely on incentives as essential towards margin growth and bottom line sustainability. As so, vendors must build incentives on the idea they’re mutually profitable opportunities that lead to a wide Read More
Characteristics of a Successful Channel Sales Representative In such a competitive landscape, a manufacturer’s reliance on sales reps and managers serve an imperative purpose. So which traits matter most? Persistence and a persuasive mentality are key, as is client intuition and the instantaneous ability to shift strategies. Ultimately, there are countless (in)tangibles needed to succeed, Read More
Discover the most Important Pieces to Create a Successful Channel Partnership Utilizing channel partnerships effectively depends on the proper execution of a variety of components in order to cultivate highly profitable opportunities for your business. Doing so requires patience, trust, communication and loyalty all to be in constant synchronization. But, arguably the most important piece Read More
4 Strategies to Utilize for Helping Lower-Tier Channel Partners Let’s face it, your indirect sales funnel is not the 1972 Miami Dolphins; in other words, your channel network is not perfect (if you didn’t know, the ’72 Dolphins won Super Bowl VII, finishing the season with a perfect 17-0 record). Like all manufacturers selling thru Read More
4 Approaches to Helping Channel Partners Liquidate their Inventory Excess inventory in the distribution channel can result in a plethora of financial obstacles and business-to-business challenges. The ripple effect of stagnating “dead goods” carried out by your distributing partners can result in: Increased warehousing costs Damaged goods; decrease in production quality Marketplace obsolesce Reduced flexibility Read More
What strategies and implementations need to take place when creating a more effective channel sales-forecasting process? Accuracy into channel sales-forecasting continues to be a cornerstone problem for companies participating in the indirect sales funnel. Next to evaluating the effectiveness (i.e., return on investment) of channel incentive programs, channel demand forecasting’s ambiguous and complex predisposition affects Read More
3 Methods Used by the Supply Sales Managers to Drive Value in the Channel On the surface, measuring a value in the supply chain appears black and white: a quantifiable and objective piece of data that defines a company’s status. But the process in which a company acquires its value is anything but simple—as the driving Read More