Professional Documents
Culture Documents
Close Competitors
House of Malhotras
Wiltech
Accumulated
Studies
Channel
VP
product.
Understanding the needs and requirement of target markets with
regards to service output
Estimating the overall cost of distribution at various levels in terms of
cost of performing an activity and remuneration part
Devising a Robust channel flow mechanism .
Setting Standards for measuring the channel performance and
monitoring mechanisms
Channel Members Appointment Criterion
Sticking With Lipton
To understand whether the Target Market of current channel (Lipton)shares
any commonalties.
Be Selective in Choosing Distributors by targeting geographies
Devising Better channel flow mechanism especially in terms of information
sharing and promotions
Defining roles and responsibilites of channel constituents.
Market Density
Targeting Highly
concentrated Markets so
that Distribution becomes
cost effective especially in
urban areas
Market Size
Given the market size of
target market geography,
we need to ascertain the
cost of serving a customer
through Bucklins Model
Market Behavior
Where-Convenient location
How- Active Promotions
When- May be Starting of the
Month in assortments
Who- Male
-Physical PurchaseMale/Female
Recommendation
The