MindMap Gallery Channel management operation mind map
A mind map takes you through channel management operations, including an overview of channel management, construction of distribution channels, channel member management, channel conflict management, and channel power management.
Edited at 2021-10-11 20:35:20This is a mind map about bacteria, and its main contents include: overview, morphology, types, structure, reproduction, distribution, application, and expansion. The summary is comprehensive and meticulous, suitable as review materials.
This is a mind map about plant asexual reproduction, and its main contents include: concept, spore reproduction, vegetative reproduction, tissue culture, and buds. The summary is comprehensive and meticulous, suitable as review materials.
This is a mind map about the reproductive development of animals, and its main contents include: insects, frogs, birds, sexual reproduction, and asexual reproduction. The summary is comprehensive and meticulous, suitable as review materials.
This is a mind map about bacteria, and its main contents include: overview, morphology, types, structure, reproduction, distribution, application, and expansion. The summary is comprehensive and meticulous, suitable as review materials.
This is a mind map about plant asexual reproduction, and its main contents include: concept, spore reproduction, vegetative reproduction, tissue culture, and buds. The summary is comprehensive and meticulous, suitable as review materials.
This is a mind map about the reproductive development of animals, and its main contents include: insects, frogs, birds, sexual reproduction, and asexual reproduction. The summary is comprehensive and meticulous, suitable as review materials.
Channel management operations
Channel Management Overview
Marketing channels include distribution channels
Management goals: market share, profit, sales growth
Construction of distribution channels
consumer goods
Convenience products
Optional items
Special product
non-desired goods
Distribution model
Direct supply from factory
Multiple distributors
Exclusive Agent
Platform type
Industrial products
Features:
Derivative, low flexibility, professional procurement,
Large purchase volume and stable customer concentration
Distribution channels: mainly direct sales
service product
Service product characteristics
intangibility, inseparability, difference
Non-storability, non-transferability of ownership
Service product classification
body handling services
Object handling services
Brain stimulation services
Information processing services
Distribution model
direct distribution model
Distribution channels established by intermediaries
most commonly used
Channel member management
Channel member incentives
Communication and motivation
Provide information, public relations banquet
Exchange information and vent dissatisfaction
business incentives
Commissions, dealer meetings
Collaborate on business plans
support and incentives
Promotions, subsidies
Training sales staff, financing support
Channel conflict management
Classification
Classification by level of channel members
level
vertical
multi-channel
Conflicts of Interest and Adversarial Behavior
conflict
false conflict
latent conflict
Do not conflict
divided by degree
B
Moderate
high
Influence on enterprise development
functional conflict
destructive conflict
Conflict handling
Determine long-term goals of channel members based on common interests
Encourage participation in activities and related policy development
Use incentives appropriately
Use personnel exchange
Negotiation, mediation, arbitration, litigation
Clean up channel members in a timely manner
Channel power management
type
Reward power, coercion power
legal rights, recognition rights
Right to expertise, right to information
use
commitment strategy
I will reward you
threat strategy
i will punish you
legal strategy
you must
request here
Please follow
information exchange strategy
Discuss
Suggest strategies
If , more profit
Keep
Strategy
Influence, volume sales, promotions, loyalty, centralized purchasing
Gray market, close cooperation agreement, vertical integration, wholesale and retail operations, loan settlement
Brand category
Manufacturer Brand (National Brand)
Dealer Brand (Private Label)
Mixed brands (two brands on one item)
Producers, middlemen, consumers
Suppliers, producers, various middlemen, auxiliaries, consumers