by admin | Dec 10, 2014 | Glossary
This refers to an illegal practice consisting of making Channel stocking sales look like actual final sales. When Channel Partners order goods for stock, their options for returning products are usually outlined in a “stock rotation” clause. Under these clauses and...
by admin | Dec 10, 2014 | Glossary
The Fair Trade Practices Act establishes that In cases where a vendor has several partners, they should be given identical benefits; unless the vendor is capable of otherwise demonstrating that one partner offers significant advantages over another for the...
by admin | Dec 10, 2014 | Glossary
This refers to the practice of explicitly ordering partners to operate in a particular way in certain areas. The main concern under law is that partners who necessarily have to follow some of these instructions, are not operating as an independent company, and...
by admin | Dec 10, 2014 | Glossary
Distribution Management is generally concerned on the overall health of distributors. Sales, receivables aging, stocking levels, etc. are closely monitored and addressed before they impact the business. The Distributor Manager’s role is in many cases that of a SPOC...
by admin | Dec 10, 2014 | Glossary
In some cases, two independent companies will strike a strategic alliance agreement in order to capitalize on complementary strengths. Two, non-competing software companies may setup an alliance to carry each other’s products in order to offer a complete solution....
by admin | Dec 10, 2014 | Glossary
Channel Marketing is the discipline of both Marketing to The Channel, as well as Marketing THROUGH The Channel. Gaining mindshare with The Channel is an important part of Channel Marketing and creating a compelling business case for the Channel, presented in an...
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