Enhancing Sales Channel Effeciency

Channel Management

In industries such as FMCG, Building Material, White Goods, Hi-Tech Equipment etc. which are largely unorganized and typically channel driven; the modern retail format is scarcely adopted. Customer reach, therefore, becomes solely dependent on readiness of dealers – usually not exclusive to a particular brand – to recommend their products to the end customer. Given the extremely competitive nature of these industries, the manufacturers have a growing need to connect with dealers & customers alike, to generate ‘pull’.

Challenges

  • Inadequacy of Sales Force
  • Lack of Interdepartmental Collaboration
  • Inefficient Channel Management
  • Fragmented Customer Data
  • Poor Customer Engagement
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