The fall in demand for existing products, resulting mainly from an economic downturn or the near completion of a product or a product-related service cycle, demands, many manufacturers and suppliers look to diversify. If a decline in sales is difficult, fear of falling incomes can quickly add SKU groped or offers of support in the mix. Instead of yielding to this temptation, you must first complete the study of how new products or services in a network with existing channels.
WithoutDue diligence can actually hinder new offers for existing products and services.
Among his biggest challenges is to balance the need for more new offerings from danger, their introduction into inappropriate channels. In a perfect world, channel partners will embrace with enthusiasm and market your new services to end users. It is possible for incremental products and voice services. And you do not want to dampen their enthusiasm.
But, it isthing as a perfect world?
Just as often, the preferred partner for the resistance status quo, training sales of new products, or simply their independence, you can do something useful for customers new services that may scupper or not easy to imagine your enthusiasm.
A knee-jerk reaction to a drop in sales that the addition of products or services related to existing lines, is bound to fail if you do not want to deal with the existing channel structure and strengths. Some channelsThe truth is clear. The most important of which is that it is difficult to make a square peg into a round hole, which is the potential outcome if you do not consider the impact of your new products to the existing channel prior to departure.
A new product or service, by its nature is secondary or even tertiary, you and the existing repertoire channel partners', this is your best bread and butter and primary. Time and money, training and the obligation to pass salegenerate distribution costs for additional sales revenue is not sufficient to offset these costs.
Sales of goods and services generate incremental revenue growth through existing channels? Consider these points:
o If your existing channel partners have the know-how, and are motivated to invest time and resources for successful new secondary or tertiary to its range of sales?
Or are your distribution channels suitableto bypass some offers? Especially by the new agreements on the need or needs or your current customer base?
o If you can not afford a new spin-off of sales channels through new products and services?
o If the answer is yes, you can offer your primary funnel through new distribution channels without alienating existing partners?
Only after carefully and objectively answer these questions and taking the appropriate companionSteps that you can safely introduce new offerings in its mix of products and services. How to go on sale to customers and prospects, the next step is to generate new revenue streams.
0 comments:
Post a Comment