i. of marketing Strategy .

ii. Make the availability and the reach of the product.

iii. To initiate corporative programs.
iv. Purpose of proper administration.
v. To increase the width and depth of the product availability.
vi. Cost reduction.
vii. Bulk breaking.
viii. Customer service excellence.
 Business philosophy implementation.
 Development of public relationship.
 Development interpersonal relationship between manufacturer and
the channel partners.
 Channel partner training and monitoring.
 maintaining first line communication with channel partners.
 Develop the customer confidence and trust for the product and
service.
 Identification of market gaps and corrections.
 Building distribution network loyal to the Manufacturer.
i. To Capitalize the market opportunities.
ii. To get the maximum out come through marketing campaigns.
iii. Avoid serious situation like Products and Manufacturer is hostile to the channel.
iv. To get the excellent self space in the outlet and to avoid substitution effects.
v. To avoid deterioration effects which will bring bad perception to the brand.
vi. To develop proper distribution processes and policies.
vii. To increase effective communications.
 Appraisal of Manufacturer policies and the implementations.
i. Critical evaluation of the products and service provided by the manufacturer.
ii. Evaluation of merchandizing and marketing efforts.
iii. tracking discounts and other related promotions efficiencies in the system.
iv. Make the decision on distribution exclusive or selective.
 Stimulate distributive outlet to greater selling point.
i. How to align the selling point with marketing campaigns with push strategy.
ii. changing the policies with the changing environments.
iii. To adapt the pricing policies and strategies.
 To share the promotional risk with channel partners.
i. Persuade channel partners to invest in time effort and money for the campaigns.
ii. Increase the effectiveness of the campaigns with the investment,
 To use the force method. – offer of additional incentives.
 Introduce the channel member incentive scheme.
 Introduce incentive to the sales person in the outlet.
 Incentive to the ultimate consumer.
 Channel partner training programs.
 Assistance in sales force management.
 Assistance and advise on general managerial issues.
 Self allocation programs.
 Missionary sales personnel.
 Local Advertising.
 POP identification.
• Transactions to Relationships.
• Individuals to teams.
• Sales volume to Sales productivity.
• Management to leadership.
• Administrative to entrepreneurial.
• Local to global.