渠道设计资料.docVIP

PAGE7 / NUMPAGES10 ： 渠道设计要注意到八个方面，每个方面都要派人跟进。注意，渠道还要考虑返回的渠道，由于product returns也很重要. 注意： Don’t perform unnecessarily high levels of any of the flow (比如，如果随时有货，顾客满意度很高，可是渠道的库存成本太高了) Marketing flow Cost represent 1 Physical possession Storage and delivery costs 1+2合并inventory holding cost 1+2合并inventory holding cost 2 ownership Inventory carrying costs 3 Promotion ( channel member的) 4 negotiation Time and legal costs 5 financing Credit terms, terms and conditions of sales 6 risking Price guarantees , returns allowances… 7 ordering 8 payment Collection, bad debt cost Efficiency:过程 Effectiveness: