The document discusses channel engagement programs developed by BI WORLDWIDE for manufacturers. It provides several case studies that describe challenges manufacturers faced in partnering with distribution channels and incentivizing channel partners. BI WORLDWIDE developed solutions like points-based programs, sales conferences, and branded merchandise websites to increase participation in sales initiatives and drive higher sales. The programs resulted in thousands of new registrations, improved attendance and engagement, and significant sales increases of manufacturers' products.
2. The goals of a manufacturer and a
distribution channel are often at odds.
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3. The channel wants to focus on
high-margin products
while manufacturers
want the channel
partners to promote
the entire line of
products to increase
market share for
their brand(s).
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4. Channel partners want
exclusive access to end users.
Manufacturers want more
control and their own access to end users.
vs.
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5. Partnerships resolve these issues
by enabling both
parties to focus on
end users’ needs
and agreeing
on strategies that
build shared profit
across the
entire channel.
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6. Everyone has
opinions about how
best to segment
and target
channel partners.
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7. Ultimately the goal is dealer,
distributor
or customer loyalty –
but getting
to that point
often takes a
variety of strategies.
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14. See more examples of channel
engagement campaigns that
help FOCUS channel partners on
mutually beneficial goals,
while enforcing and
rewarding them.
Download
our eBook
now
to read
these
17 Successful
Channel
Engagement
Programs
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BI WORLDWIDE uses the principles of behavioral economics to produce
measurable results for our clients by driving and sustaining engagement
with their employees, channel partners and customers.
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