New channel advocacy

Author: Jia Changrong
Publisher:
Publish Date: 2005-12-01
Features: The Way of Strategy in the Era of Channel Transformation. The deviation in channel strategy execution is fundamentally a mismatch in channel models, which is the primary manifestation of channel conflicts. The starting point for resolving such channel model conflicts is the comprehensive integration of organizational resources, providing [personalized] services to downstream channel partners to help them execute the manufacturer's channel strategy as perfectly as possible. The movement and transformation of channels are filled with the painful "groans" of the (weak links in the channel chain) being exploited, and the "brutality" and "bloodshed" of being "crushed out." They are also overflowing with the "cheers" and "joy" of the (dominant groups) exploiting the resources of the, as well as an insatiable desire for possession and expansion. Tracing the root cause, it is precisely because channel cooperation has not established a "win-win rule" based on "value exchange" that the channel chain has become too fragile, leading many companies to be unable to withstand the storms of the market and "capsized" in the chorus of "channel dominance."
To provide readers with more fresh insights into channel management and help more companies achieve channel innovation, the author has made tireless efforts to incorporate the author's vibrant channel ideas into this book. In this book, the author strives to present the new trends, emerging signs, new perspectives, and innovative approaches in channel operations in a practical and case-based manner, vividly showcasing them to the readers.