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Leading Edge Market & Channel Thinking
Client Communique
Markets and channels are not static. Changes in channel marketing strategies are often driven by new technology, product lifecycles, improvements in logistics, changes in customer expectations and competitive dynamics.
Frank Lynn & Associates publishes its Client Communique to keep manufacturers up to date and fully informed about subtle market changes that require new market and channel strategies. By responding to market changes, manufacturers can increase channel revenue, increase market share and defend against new competitive threats.
Three times per year, over 12,000 executives from around the world loyally read Frank Lynn & Associates' Client Communique. Our newsletter is filled with in-depth articles offering the latest thinking, methods and tools for manufacturers who want to reach their customers in the most profitable manner. To register for a complimentary subscription to our Client Communique, please click here.
Spring 2011 Issue
In this issue of the Client Communique, This issue of the Client
Communique focuses on the concept of best-in-class (BIC) as applied to channel strategy and implementation. BIC refers to the highest performance level within a relevant peer or reference group. While not a panacea, BIC analysis generates considerable insights. In this issue, Bob Segal looks at BIC channel management, marketing, and sales programs. John Henderson focuses on BIC channel compensation, and Jim Fogarty reviews BIC channel organizational design.
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| March 8 |
| Professional Sales Channel Management |
Using proven management tools, frameworks and methods to prepare channel managers to drive sales and market share through indirect sales channels.
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