Feb

All Sales Channels are not created equal

How do you go about creating sales channels and making them not competitive with each other. It is a pretty tall order in today’s world and one that really takes quite a bit of time so that they and yourself are not competing with each other. The Channel Advantage is a good book to start with and can be found at bargain prices. Let me give a couple of suggestion from the book and a few places on the web that you can find information.

If you are trying to find the best way to take your product to market there is a U.K business link that you can take a survey to Identify Potential Sales Channels and it will give you a set of recommendations. It is only a 5 minute exercise and well worth it.

The Channel Advantage recommends using a 4-step process to evaluate and manage each channel.

It looks straight forward but in today’s world I think it is missing one component. There should be 1-block on the bottom saying consumer and final price. Distribution is so good these days that the channels cross over so effectively that the consumer has to see the same price. Many times even when there is value added services being included. So, how many sales channels do you have and do they all end up with the same price to the consumer?