In my last posting, I talked about a number of critical considerations/ activities that one must review when selecting to use an indirect channel. As I have said in other postings regarding channels  make sure you have an overall strategy and ask; will this channel selection support this strategy?  I then talked in more detail [...]

  If you are considering selling your product or service via an indirect channel (when you sell your product or service to an intermediary or middleman, who then sells it to the end user) there are numerous considerations that you must examine. As I have said in other postings make sure you have an overall [...]

Considering doing a mail or email campaign and want to buy a mailing list? The following are some tips that you should consider before sending in that PO or money order. 1-Does the list you are thinking about cover those industries or market segments that you want to serve? A key to successful mailing campaigns [...]

In a previous postings I talked about Five Myths for both the direct sales force model and indirect selling model. This posting will discuss five major misconceptions about the direct marketing selling model. (Off and on line marketing, web site, social media and etc.).  Five major direct marketing misconceptions:  1-      Given today’s technologies, direct marketing [...]

In a previous posting I talked about Five Myths for the direct sales force. This posting will discuss five major misconceptions about the indirect channel (reseller, distributors, partners and etc.).  Five major indirect channel misconceptions:  1-      Partners, resellers, etc. are all alike. Nothing could be further from the truth! The major impression is that most [...]

All too often companies sign up a reseller(s), roll the dice and as they say, “hope for the best.” Trivia Corner   In communication, what does DSL stand for?Last week’s answer: During the17th century in England,officialdocuments were wrapped in red tape.  When the best doesn’t come, everyone wonders why goals are not being met, why the sales [...]

  This is the seventh in a series regarding Sales Channels   One reader, who felt that the scorecard was a good guideline in defining the appropriate channels for many enterprises, wanted some insight on what should be considered in changing/ adding another channel, as her current channel is underperforming.  Well when the reader asks, [...]

  A number of you have asked, “Who does sales channels well?” after reading my series about different sales distribution models.  (www.firealarmmarketing.com/blog).   The Direct Model:               Some of the major insurance companies demonstrate outstanding customer segmentation by their marketing campaigns.  They are focused, know their key messages and develop “packages” that address customer [...]

In my series about different sales distribution models, I talked about the direct model (ones own sales force), indirect (reseller/distributors) and direct marketing (emails, bloging, etc) along with their pros and cons (see our blog for more detail, www.firealarmmarketing.com/blog).   Noting that generalization is always dangerous, I will ignore it and state that if one [...]

My last post talked about the direct model of distribution (one’s own sales force).  The primary advantage of direct is having control and the ability to give direction to the sales team.  The potentially major disadvantage is overall cost.  As promised, let us look at the indirect model (via reseller, distributors, etc. for sales).   [...]