...Strategies for Sustainable Channel Relations in Mobile Telecom Sector The main objective of the study is to provide an accurate role for the company executive in developing channel relations. The constructs identified for developing sustainable relationships were Setting distribution objectives, Channel design, Logistics, Image Building, Inventory management, Channel management, Payment & credit, Promotional assistance, Setting targets, Coverage frequency , Motivating channel members to perform. The sample selected contained distributors from the Mobile telecom sector and company executives/channel managers of leading telecom companies. Factor analysis and Friedman’s test was applied. The findings revealed a correlation in attitude between distributors and the executives. Motivating distributors was rated as the most important strategy by the company. The distributors felt that all channel partners needed to have positive attitude towards the channel while company executives felt that aggression made channel members perform effectively. Such findings will be of use to mobile telecom companies who are new entrants to the Indian market and to existing companies who plan to expand their coverage There are 4 GSM and 2 CDMA players, 4800 distributors (Cellular Operators association of India), having 260 company executives. In case of distributors ,the total sample size 240 distributors from the Mobile telecom sector, out of which 120 were high performing( with Rupees 80-90...
Words: 903 - Pages: 4
...Pricing Strategies for a Manufacturer Adding a Direct Channel that Competes with the Traditional Channel Kyle Cattani1 Wendell Gilland1 Hans Sebastian Heese2 Jayashankar Swaminathan1 1The Kenan-Flagler Business School, The University of North Carolina at Chapel Hill 2Kelley School of Business, Indiana University January, 2005 1 Boiling Frogs: Pricing Strategies for a Manufacturer Adding a Direct Channel that Competes with the Traditional Channel Abstract In this paper, we analyze a scenario where a manufacturer with a traditional channel partner (i.e., a retailer) opens up a direct Internet channel that is in competition with the traditional channel partner. We first consider that in order to mitigate channel conflict the manufacturer, who chooses wholesale prices as a Stackelberg leader, commits to setting a direct channel retail price that matches the retailer’s price in the traditional channel. Under this general equal-pricing strategy, we determine the effect of more specific pricing strategies on prices and profits of the manufacturer and the retailer. These specific strategies are: (1) keep wholesale prices as they were before, (2) keep retail prices as they were before, or (3) select wholesale and retail prices that optimize profits for the manufacturer. Within these strategies we identify and summarize cases when the resulting prices are lower than the pre-Internet prices, and when they are higher, relating them to the respective channel costs and...
Words: 13647 - Pages: 55
...Channel and Pricing Strategies MKT/571 May 31, 2012 Understanding various markets and strategies when dealing with the launch of a new product can be challenging. Below is a breakdown of the channel strategies, pricing strategies, and environmental factors. In addition, the government and economic factors, innovation and technology, and the demographics of the new product are factored in the plan for the launch. Channel Strategies Most manufacturers do not sell their goods directly to the final consumer. Between the final consumer and the manufacturer stands a group of intermediaries who perform various functions. The intermediaries are referred to as marketing channels, groups of interdependent organizations involved in the process to help make a product or service available for consumption or use, marketing channels (Kotler, & Keller, 2007). Every manufacturer needs a marketing strategy in order to promote their product and make it readily available to the public. So choosing the correct strategy is a critical decision facing management. Apples launch of the new mini iPad will need two channel strategies, one for their domestic market (U.S.A), and one for their international market (Japan). Since the product is new choosing the correct market is crucial for the success of the mini iPad. Apples reputation in their domestic market is one of high brand loyalty. Apple has many brand loyal customers that demand Apple products and choose to...
Words: 1958 - Pages: 8
...Channel and Pricing Strategies Majesty Anderson, Yvonne Davis, Benjamin Holbert & Shawn Hicks Marketing 571 Judy Allen December 17, 2011 Kathy Kudler recently had a business meeting with a top distribution company in Italy that is well known for leading grocery value in sales. Selex a well known grocery distribution company would like to get into the franchising business. Selex is impressed with Kudler’s dominant positioning in Brazil and would like to market and franchise a café known for gourmet cuisines. Selex believes that an upscale café would cater to the market looking for more than just great coffee. According to Country Report on Grocery Retailers in Italy, consumers are likely to remain value-focused and will look to channels and retailers which can provide them with high quality and low-cost products in grocery and household essentials that can be easily obtained. Consumers are faced with shopping in more than one store to provide all items and services needed. Selex feels that with the Café and all the accommodations that Kudler will provide for customers that the Italian market will embrace a one stop grocery store. Pricing Pricing is vital to a company’s growth because it is the only element in the marketing mix that produces revenue. Determining the correct price of a product or service is a complex and difficult task, especially when conducting business in foreign countries. Kudler Foods has decided to accept Selex...
Words: 1773 - Pages: 8
...Channel and Pricing Strategies MKT/571 November 22, 2011 Abstract In week two’s learning team assignment, Team A discussed that Kudler Fine Foods (KFF) planned to bring Swiss chocolates to the Atlanta, Georgia market similar to the one currently in three California markets. This week’s team paper will introduce the product to the international market in the United Kingdom (UK) that include channel and pricing strategies and justify the selection of the market selected. Why the United Kingdom? The entire worth of the chocolate marketplace in Great Britain and the United Kingdom (UK) is presumed to be more than five billion dollars in 2010, as stated by a 2011 article in Marketing Week magazine titled “Appetite for Indulgence Will Sweeten Bitter Pill” (www.marketing.co.uk). Following that, data on the UK chocolate marketplace gets complex, specifically with owners and manufacturers. For instance, the UK natural chocolate marketplace is believed to be the biggest in Europe. Green and Black’s organic chocolate company maintains that they are the Britain’s top organic maker of chocolate. It was created in 1991 and acquired by Cadbury in 2005. Cadbury has been making chocolate since 1824, and was acquired by Kraft foods in the early part of 2010. Nestle, based in Switzerland, and Mars, a private United States company, also lead Great Britain’s massive chocolate marketplace. Other chocolate manufacturers’ products are also accessible...
Words: 1777 - Pages: 8
...pricing strategy (Penetration or Skimming). Pricing is very important strategic element. The pricing strategies impinge on featuring products, channel decisions, and promotions. The researcher realizes there is no real determine pricing, following a life cycle for developing the pricing of Destini’s Closet product. First, develop market strategy – which the researcher evaluated and conducted a marketing analysis to identify the market segments, target market, SWOT analysis, and the market positioning. Second, marketing mix decisions – the researcher defined the product (Clothing), contacted manufactures for distribution, and decided promotional tactics. Now the researcher is focusing on the cost productions, price of substitute products, and prices offered by the competition. The researcher notices that competitors change their prices often. Case scenario, competitors are always looking for a competitive match, this can be an advantage and a disadvantage for the business. Competitors may strategize a different packaging of their product; this can be good for Destini’s Closet by reducing their price. It’s all up to the customer wants and needs. The demographic crowd the researcher is focusing on would rather price reduction then a new look to a product. What if production price are rising? If production price is rising it’s up to the Destini’s Closet to determine the price increase without turning the customers to their competitors Two commonly known pricing strategies are...
Words: 1134 - Pages: 5
...Pricing Strategy and Channel Distribution Marketing Management – MKT 500 February 15, 2012 Pricing Strategy and Channel Distribution Determine and discuss a pricing strategy (Skimming and Penetration). One of the four major elements of the marketing mix is price. Pricing is very important strategic element. The pricing strategies impinge on featuring products, channel decisions, and promotions. This strategy helps marketers set prices. (Pride, Hughes, & Kapoor, 2011) There are many ways to price a product. Two commonly known pricing strategies are skimming and penetration. Lavishness Hair Studio is likely to use one or both of them over a calculated period of time. Price skimming involves charging the highest price possible for a short time where a new, innovative, or much-improved product is launched onto a market. The objective with skimming is to “skim the cream” off customers who are willing to pay more to have the product sooner. Prices are usually lowered once demand falls. Penetration pricing is the opposite; it involves the setting of lower, rather than higher price for a new product. The seller wants to discourage competitors from entering the market by building a large market share quickly. The plan is to raise prices as soon as the introductory offer is over (Pride, Hughes, & Kapoor, 2011). Lavishness Hair Studio will use price penetration during the initial opening phase of the business. Penetration pricing is the strategy of entering...
Words: 1302 - Pages: 6
...Pricing strategy and Channel Distribution Anthony McKenzie MKT 500 Marketing Management Prof. Deidre Guion November 13, 2011 Determine and discuss a pricing strategy (Penetration or Skimming). The marketing penetration strategy its intention is to raise market shares of any product or services that is still prevailing in the consumer market. This particular pricing strategy was adopted by companies and business in order to increase their sales revenue merely because there wasn’t really a need to make any need to make any needless changes that could affect their products or services The other side of market penetration points out that there are other existing businesses or company that selling their products and services to the consumer. However, they can foresee their existing sales figures can change by using the marketing penetration strategy (Market Penetration Strategy, n.d.). Determine and discuss pricing tactics (Product line pricing) Value pricing, Differential pricing, or Competing against private brands) to be used for your product. The pricing tactic choosing to help promote the sales of products for the Alpha & Omega Medical Supply Company is Differential Pricing, the particular reason why this particular pricing tactic was selected. A company or business uses this type of pricing of their products and services. There are individuals who are living below or near the poverty level. What the company or business will do is that they will sale...
Words: 1024 - Pages: 5
...Communication Channels Melody Tice-Baird MGT521 April 22, 2012 Dr. Ronald Johnson Communication Channels Choosing the right form of communication channel to effectively deliver a message to the appropriate audience is important. It is not uncommon for the sender to pick the wrong communication channel simply because they want to choose the easiest and quickest method possible. Based on several scenarios, I will be discussing the best communication channel at different levels. For Scenario 1, the most effective communication channel I would use would be a face-to-face because I only have one week for my team to develop a strategy for entering a new beverage into the global market. Since time constraints and product details are vital to developing this strategy, the face-to-face communication will quickly facilitate questions, ideas, concerns, and feedback from the team resulting in commitment and support. More importantly, each team will have assigned tasks and a concrete deadline for task completion. As a marketing manager, I have selected both formal reports and face-to-face communication to convey the team’s new strategy. These are the most effective communication channels because it allows me to provide the vice president a detailed written outline on the development strategy for the new beverage. However, the complexity of this new strategy requires oral communication to reduce confusion and misunderstandings. (Robbins, pg 14) Lastly, I have the advantage...
Words: 525 - Pages: 3
...Pricing Strategy and Channel Distribution Stacy Allen MKT 500 -Marketing Management Dr. Adina Scruggs February 12th, 2012 Penetration entails giving most of the value to the customer and keeping a small margin. The objective is to gain as much market share as possible. It is often used as part of an entry strategy for a new product and is particular useful for preventing completive entry. The opposite of penetration pricing is skimming. Skimming gives more of the cost-value cap to you than to the customer. This strategy is appropriate in a variety of situation. For example, if there is a strong price-perceived quality relationship and the value proposition includes a position of the product at the high end of the market, then this objective makes sense. Financial Objectives * Reach profitability by year two. * Reduce store overhead by 5% each year. * Have a double digit growth rate for the first few years. The product-line approach involves offering both a high-priced and a low-priced brand. For example, this is a classic strategy that Procter & Gamble use. Just for Women Shoes strategy would be running and work out sneakers at the premium level and everyday work pumps (black, navy, brown) at the low end. Value pricing is related to customer expectations: It gives more value than they expect for the price paid. Just for Women Shoes Differential pricing or competing against private brands is to reduce the price gap to the point where consumers...
Words: 2053 - Pages: 9
...terminology, but my client’s will have a harder time determining what I am trying to present. Prior to giving my presentation it is important for me to identify the groups and individuals in the audience (Wisc-Online, 2009). I have learned from previous experience that it is important to be entertaining, especially when you’re presenting dry sales numbers and figures to company consumers. There are three important communication channels that I also consider when giving my quarterly sales presentation. The three communication channels that I use are upward, downward, and horizontal. Upward communication allows for me to provide information to my office managers and CFO, therefore allowing me to have a better working relationship with my managers. I am then able to share my opinions and ideas to them through this communication channel. Downward communication is important when trying to encourage and motivate my fellow co-workers. My co-workers need to be involved in coming up with new goals and strategies for our Agency. Employee feedback is also very important to upper management. Upper...
Words: 866 - Pages: 4
...Selecting the Right Communication Channel Selecting the Right Communication Channel Scenario I: As a marketing manager, I should make telephone calls to inform all people in my marketing network inside the company and invite them to a face-to-face meeting and presentation provided by me to go through product details, marketing strategies and budgets needed for launching the new drink. Telephone calls are very high in richness and fast in time. The needed information ready to pass is too much and that’s why I choose this rich channel to be more effective. “Introduction of new products and services at an accelerated pace-all non routine messages high in ambiguity and requiring the use of channels that convey a large amount of information”. (Robbins & Judge, 2011, ebook format ch. 11). Scenario II: Both telephone call and e-mail will help effectively on communicating downward to IT manager. Because of the time, I need to be fast on the way of communication and telephone call will help me to solve the company problem as a decision maker. IT manager must reply my phone call by sending the new username and password through e-mail as a reference for sending to all 11 employees. All 11 employees not only check the company’s website to enter their username but also they need to check their e-mails first thing in the morning. Scenario III: “A model of media richness helps explain channel selection among managers.” (Robbins & Judge, 2011, ebook format ch. 11). This kind of...
Words: 352 - Pages: 2
...Every company must evaluate the effectiveness of their business practices, and make adjustments when necessary. Intersect Investment Company has struggled since September 11, 2001. In the search for a solution to their problem, it is important for Intersect Investment to conduct benchmarking research. The decisions for company restructuring is done by a process called benchmarking. In the case of Intersect Investments, both competitive and generic bench marking, can be evaluated and applied. The following is an analysis of benchmarking data from 6 companies that have successfully or unsuccessfully navigated through similar situations. Following the analysis, the initial benchmarking material is provided. The benchmarking data along with the analysis can be used to develop alternative solutions for Intersect Investment Company. While evaluating each company closely, Intersect Investment will pay special attention to each company’s success or failures. Several key factors, such as external and internal forces, extrinsic motivation, organizational and cultural changes, and emotional intelligence will be considered. Introduction Ever since 2001, the financial industry has been an unpredictable climate, with firms “struggling to keep both their clients” trust and Wall Street’s credibility,” (Intersect Investment, 2008, p.1). Intersect Investment has had their share of issues in the past year as their revenue targets have not met goals, sales employee turnover is up 25%,...
Words: 557 - Pages: 3
...MGT 521 Entire Course (UOP Course) For more course tutorials visit www.tutorialrank.com Tutorial Purchased: 5 Times, Rating: A+ MGT 521 Week 1 Individual Assignment Communication Channel Scenarios (UOP Course) MGT 521 Week 1 DQ 1 (UOP Course) MGT 521 Week 1 DQ 2 (UOP Course) MGT 521 Week 1 DQ 3 (UOP Course) ----------------------------------------------- MGT 521 Week 1 Individual Assignment Communication Channel Scenarios For more course tutorials visit www.tutorialrank.com Tutorial Purchased: 2 Times, Rating: A Resources: Communication Channel Scenarios located on the student website. Read the scenarios located on the student website. Answer the questions after each scenario. Be sure to select the communication channel appropriate for each scenario. ----------------------------------------------- MGT 521 Week 2 Individual Assignment Writing an Argument For more course tutorials visit www.tutorialrank.com Tutorial Purchased: 2 Times, Rating: B+ Resource: Learning team debate and Ch. 9 Writing from Sources Option I ----------------------------------------------- MGT 521 Week 2 Learning Team Weekly Reflection For more course tutorials visit www.tutorialrank.com Tutorial Purchased: 3 Times, Rating: A+ Discuss last week’s objectives with your team. Include both the topics you feel comfortable with, topics you struggled with, and how the weekly topics relate to application in your...
Words: 456 - Pages: 2
...Communication Channel Scenarios Management MGT/521 March 18, 2012 Instructor: Patrick Murray When tasked to head up a team to develop a strategy for introducing a new beverage in the global market, the best form of communication would be sending out an e-mail and scheduling a conference call. Time management is crucial for this type of short-term deadline. Delegation, prioritizing tasks, and setting goals are vital to ensure completion of the task at hand as well as making sure the deadline is met. The email is grouped with the key players so they can communicate with one another and everyone will be aware of his or her responsibility. During the conference call, brainstorming for ideas as well as the delegation of assignments will be set. Each member is tasked with an assignment regarding the product details. A breakdown of how information is received is included in the call. This will include names of each member and his or her responsibility with regard to the task as well as a time schedule of when information is to be presented. The importance of the mass group emailing will be beneficial for members who may have questions of another team member who may tie into his or her portion of the project. Another conference call is conducted by the third day to try to bring the project to life and questions can be asked if there are any conflicts or unknown issues...
Words: 918 - Pages: 4
