Channel Management

Functions and Strategy of Channel

Members
Presented by:-
Ravi Prakash
LEARNING OBJECTIVES
 To know the various functions performed by
channel members
 To know the various strategies adopted by
channel members
Functions of channel
members
 Availability
 Service
 Credit facility
 Sales promotion
 Matching (variety, assortment)
 Place orders with manufacturers
 Financing
 Risk taking
 Information flow
 Negotiation
 Payment flow

Strategy of channel
members
 Tactical (short term)
 Strategy (long term)

qIntensive strategy
qExtensive strategy
qSelective strategy
qExclusive strategy
Thank You