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ARTICLE · 09 JUNE 2009

Channel Planning That Drives Profitable Growth In Mature Markets

Frank Lynn & Associates
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As we evaluate business opportunities in 2009, profitable growth is probably not going to come solely by market expansion in most of our markets.

United StatesStrategy
Jeanne Fec
Jeanne Fec

As we evaluate business opportunities in 2009, profitable growth is probably not going to come solely by market expansion in most of our markets. For some manufacturers dependent on resellers, the experience is that few companies undertake the proactive, systematic planning needed to achieve the sales and growth targets of their suppliers.

In other cases, we find business plans in place, but lacking real ownership, plans for execution or accountability.

Consider the following questions...

  • What can I do with channel partners that are not planning ahead?
  • How can we move them forward rather than have them hunker down?
  • How can we get channel partners that rely on product mark-up to think about more profitable service offerings?

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