"A COMPREHENSIVE FRAMEWORK for analysis is necessary to guide the channel manager through both the initial design of the channel and its ongoing management over time. Without a framework for analysis, important elements of the design or management processes may be ignored, resulting in inappropriately constructed or managed channels."

• Is the current distribution system adequately meeting the needs of customers?
• How do customers segment with respect to distribution channel needs?
• What are the full range of activities required to deliver value to each segment?
• What channel system value propositions will powerfully differentiate products?
• What channel structure is required to reinforce product positioning?
• How can channel conflicts be reduced and the system managed more effectively?

RESOLVING THESE CRITICAL ISSUES will help ensure success for your company as you strive to meet growth and profitability objectives. Our project work will clearly identify your core customer segments, the channel activities and service experience required to meet the needs of customers in each segment, the optimal channel structure for driving sustained growth and profitability, and create a detailed channel management and implementation action plan.

As a result of our work, clients have successfully re-structured existing distribution arrangements, entered new channels and exited failing ones, experienced substantial market share growth, and have integrated into later stages of distribution - all with accelerated growth and streamlined operations in mind. We would be delighted to discuss your marketing channel challenges and develop project options to help your company.