channel and distribution management

The course Channel and Distribution management is focused on developing a 'go-to-market' strategy with students.

The focus is the selection of the right intermediaries and work with these partners for mutual succes. Are included in this course are: partner management, trade marketing, channel management and distribution management.

 

Topics
Channel and Distribution Management
Introduction to channel management

Channel definitions and Channel formats

Designing Channels

Partner Relationship Management

Partner Renumeration

Channel Equity

Channel Strategy: who owns the customer, Customer Buying Criteria, Steering the Customers to the right Channel

Logistics and Supply Chain: Efficient Consumer Response, Quick Response, Shelflabels, RFID

The Wall-Mart Effect

Cases