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As an executive of your multinational company, you need to be prepared for channel conflict between your organization and your channel partners. One example of this potential conflict can occur when multiple channel partners sell the same product in a market with different pricing. This will create a situation in which your channel partners have to compete against one another and/or against YOUR internal sales team. So what are the best ways to ensure partners relationships? Should you establish training and certifications for all channel partners? Enhance up and downstream marketing communications? Manage the performance of your partners closely (monitoring them under a microscope)? Or is there some other form of channel partner collaboration that is more viable?
Royal Hotel Inc. orally orders 100 standard sets of sheets from Textile Inc. for a price of $500. Textile immediately sends back a written invoice with the details of the conversation. Royal and Textile
Digital controls, Inc, manufactures 2 models of a radar gun used by police to monitor the speed of automobiles. Model A has an accuracy of plus or minus 1 mile per hour, whereas the smaller model B has an accuracy of plus or minus 3 miles per hour. W..
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