Channel Pricing Associates

Channel Strategy

We determine the optimal number and type of channels required to serve the market.

Position Statement - We craft a single statement that describes the supplier's distribution strategy
Ideal Channel - We define the attributes of the type of channel partner best suited to serve the target customer
Coverage Intensity - We analyze how many of each type of channel partner are required to serve each market
Customer Needs - We assess what it takes to satisfy end customers, and consequently what behaviors must be driven through the channel
Roles and Responsibilities - We determine whether the supplier or the channel is best suited to perform each go-to-market function
Sales Policy - We determine whether the supplier will sell to each customer segment on a direct or indirect basis. We also determine whether to restrict channels from selling to specific segments of the market

Program Design and Validation

We reinforce a company's go-to-market strategy by building programs that are aligned with the supplier's values. We validate the optimal program through a combination of analyses

Program Structure - We determine the type of program most ideally suited to meet the client's needs: tiered, menu, laddered, points or combination approaches
Discount Levels - We quantify the competitive discount, allowance, rebate and/or commission levels required to drive the desired behavior, as well as their impact on margin, volume and street price
Criteria and Benefits - We outline the requirements and value added expectations for channel partners to participate in supplier programs and the benefits they will earn by performing at each level
Street Price Alignment - We identify the optimal value-price to the end user and develop channel compensation based on the street price, channel margin requirements and other factors
Terms and Conditions - We define all of the elements of the relationship between the supplier and the channel, including standard policies such as payment terms and freight allowances
Global Alignment - Our global or regional strategies reflect local market needs while remaining consistent with the client's overall channel strategy.

Discount Diagnostics

Channel Margins - We determine the margins that channel partners should earn based on cost-to-serve, market power, functions performed, and other factors
Competitive Program Assessment - We identify competitor pricing, programs and strategies and assess the implications for our client
Program ROI - We determine the financial impact of the supplier's current programs or the expected impact from a change in strategy.
Channel Satisfaction - The process yields a channel satisfaction rating for the components of the channel program and for the program overall
Legal Position - In conjunction with our attorneys, we assess the legal risk of an existing or proposed program or policy
Administration Efficiency - We assess the cost, time and resources required to administer a current or proposed channel pricing strategy
Program Costs - We quantify channel pricing costs such as discounts, rebates, allowances and other factors to identify where profit may be leaking out of the channel pricing system

Influence Communications

We develop the materials and facilitate the forums necessary to effectively communicate new channel strategies and programs, to both internal and external stakeholders

Program Marcom - We create the web and print materials necessary to communicate and promote the new program
Operations Manuals - We develop detailed operational guides for program execution
Field Training - We design and deliver training programs for internal and external stakeholders to prepare for program launch
Channel Contracts - We build program enrollment processes and, in conjunction with our attorneys, craft the contracts that define the supplier-channel relationship
Launch Meetings - We facilitate the meetings suppliers often conduct with their channel partners to launch their new channel programs
Advisory Sessions - We facilitate and/or participate in channel advisory councils to elicit information and assess partner reaction to new programs and policies

Managing Change

New channel strategies impact the way suppliers manage their businesses. We make certain that the company's internal resources and processes are organizationally aligned with its go-to-market approach.

Functional Coordination - We make sure that program roles, responsibilities and processes are aligned across the sales, marketing, operations and finance functions
Program Management - We identify and train the key people accountable for program administration
Compliance Integrity - We review whether and how the client is enforcing its channel pricing policies
Sales Compensation - Ensuring sales force compensation is aligned with the channel pricing strategy to drive
Systems Alignment - Making sure the information systems provide the data to administer and communicate the necessary information

Fulfillment and Reporting

We facilitate effective implementation by providing all services necessary to execute the new channel pricing strategy

Channel Scorecard - We develop the criteria to rank channel behavior, record the results and circulate the "scorecard" reports
Profile Analytics - We assist management in gaining a truer understanding of their channels by analyzing the correlation between specific channel profiles and performance
Coop Administration - With our partners, we administer coop and MDF programs including advertising verification and payment processing
Rebate Processing - Administration of reward verification and delivery of rebates to channel partners
Point-of-Sale (POS) Analysis - Identifying product and market opportunities using the sales data collected from the channel partners
Program and Contract Enrollment - We manage the process of enrolling partners in your new or existing programs

About DARTCheck^SM

Discounts, Allowances, Rebates, Terms

The DARTCheck^SMis a quick hit analysis of a current or proposed channel pricing strategy. It is designed to assist management in making sound decisions as they prepare for the next cycle. With a DARTCheck^SM, you select which "darts" to review and how many channels to audit. The DARTCheck^SM provides you with:

Market feedback from selected channel partners and from the sales force
An understanding of program administration and enforcement
Best practices that apply to your business
Sales data analysis and review
The expertise of Channel Pricing Associates
Rapid turnaround in time for your deadline

Get started today with a DARTCheck^SM