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Channel Stuffing (illegal practice)

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...

Unfair Advantage (illegal practice)

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...

Channel Fixing (illegal practice)

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...

Distribution Management

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...

Strategic Alliance Management

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....

Channel Marketing

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...