Should Long Term Shareholders Have Double Voting Rights ?
The long term success of a company depends on the decisions made by its management. The appointment of management is done by the shareholders. However, the problem is that shareholders are considered to be one homogenous group. This is not an accurate reflection of reality. Different kinds of shareholders invest in a company. Some shareholders […]
Marketing Communications – Meaning and its Process
Marketing communications is essentially a part of the marketing mix. The marketing mix defines the 4Ps of marketing and Promotion is what marketing communications is all about. It is the message your organization is going to convey to your market. You need to be very particular about different messages you are going to convey through […]
Qualitative and Quantitative Research – Concept
As the names suggest quantitative research produces numerical data whereas qualitative research generates non numerical data. However, this is only a superficial understanding of the terms. In the first chapter, while exploring the types of research, we have mentioned that when there is uncertainty or when the problem is not clearly defined, we deploy exploratory […]
Customer Loyalty and Satisfaction
Most of the organizations have murkiness in considering customer loyalty and satisfaction. They feel that both are same and a satisfied customer is always loyal to them. But this is not true as the customer can be delightfully satisfied but he may be or may not be loyal. This is because satisfaction an emotional and […]
SWOT Analysis – Definition, Advantages and Limitations
SWOT is an acronym for Strengths, Weaknesses, Opportunities and Threats. By definition, Strengths (S) and Weaknesses (W) are considered to be internal factors over which you have some measure of control. Also, by definition, Opportunities (O) and Threats (T) are considered to be external factors over which you have essentially no control. SWOT Analysis is […]
A normal way of functioning for a company is to procure raw materials, use its expertise in creating the product and then distribute to the customer.
Companies have to convert this supply chain into a value network as to develop and maintain partnership with different stakeholders.
A network which creates partnership and value in purchase, production and selling of products is referred to as value network.
Value network looks at the whole supply chain system players as partners rather than customers.
The purpose of value network is to increase productivity, save cost and increase revenue. Companies are willing to take the procurement process on online for accuracy and speed. Companies exactly know each partner’s role in influencing or disrupting normal operations.
Companies have developed distribution channel and network through which it supplies final product to customers. This distribution channel and network are referred to as the marketing channel.
Companies invest time and money in a well functioning marketing channel. The marketing channels are an integral part of marketing and promotional activity of the company.
Core competency for a company lies in developing a product which satisfies a particular need of the market.
A company if it decides to sell a product on its own than it is diverting from main line business resulting in operational difficulties.
Marketing channel is ears and eyes of companies in the market. They provide companies with valuable information of customers, competitors and other players in the market.
Dell’s computer exclusively uses direct marketing (the Internet and express mail service) in reaching customers are different of marketing channel depending upon the number intermediaries like retailer, wholesaler and distributor.
Channels are also used by companies providing services; for example, hospital and fire station have to strategically locate for people to reach without considerable efforts.
In designing marketing channel companies analyze customer needs and preference for a given product. Further marketing channel should fall in line with overall objectives of the company in cost and desired output level.
Companies then need to explore various marketing channels like direct marketing, tele-marketing, direct mail, etc. to find the right fit to reach the customer.
Each channel short listed has is to be evaluated on operational, cost effective and flexibility criteria. Once the channel is designed, companies look forward to selecting partners with characteristics, which have a positive impact for the product.
Channel members need to get the right amount of training as to full understand their role with respect to customer and product.
Companies need to develop a mechanism as to monitor functioning of marketing channels on criteria based on total customer satisfaction.
After reviewing marketing channel companies should modify them to improve functioning and productivity.
Companies are looking forward to innovating business functioning as to stand up to the competition and changing market scenario. This has seen rise different types of marketing channel.
In a vertical marketing channel, the traditional producer-wholesaler-retailer becomes one functional unit. This can be achieved through franchise or single ownership.
In horizontal marketing channel two or more un-related agencies combine to exploit the market opportunities, for example, banks in super markets.
In multi-channel marketing systems, companies use different marketing channels to reach different customer base or segment.
In vertical channel conflicts are between members of same channel. In horizontal channel conflicts are between similar service providers in a different channel. In multi-channel conflict arise when a different channel serves the same market.
The first step in conflict resolution is to identify the cause for the conflict. Next step is to manage the conflict. This can be done by setting up clear mandate for each member and their role in the overall objective of the company.
Further, joint membership, diplomacy and exchange of team members are other ways in resolving conflicts.
Companies need to design and manage marketing channels in such a way that they are always able to deliver value to customer.
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