You’ve just joined the Halifax Electrical Products Company as VP Sales and Marketing. As your first...

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General Management

You’ve just joined the Halifax Electrical Products Company as VPSales and Marketing. As your first assignment, the president of thefirm asked you to review the three distribution channels throughwhich it sells its products. You are to recommend strategies toimprove efficiency, motivate channel players, and increasesales.
Channel 1: Manufacturer’s Representatives who sell to mid-sizedOEM customers.
Channel 2: Industrial Distributors who sell to small OEMcustomers.
Channel 3: Electrical Wholesalers who sell to dealers who sellto MRO customers.
How would you build more efficiency into the channels? Whatwould you have to do to encourage channel partners to spend moretime selling Halifax products? What performance goals would youconsider? Examine the key players in the channels along with theirwants and needs. Let’s discuss these and other ways to meet thepresident’s request.

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4.4 Ratings (858 Votes)

More efficiency into the channels can be built by defining goals for each distribution channels Reviewing past performance of channel partners their contribution to the business growth potential for each channel competitor strategies and the changing market trends are some of the factors to be considered for building more efficiency Supporting the channel partners with marketing resources like See Answer

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