Chapter 12 Chapter 12 Promotion Through the Marketing Channel
Dec 28, 2015
• Why is channel member support one of the major focal points of the manufacturer's promotional mix?
– Most products are not sold direct to the final consumer and thus must be supported by the channel members in order to achieve the channel manager’s distribution objectives
1212Channel Member SupportChannel Member Support
Objective 1:
• Pull Strategies– Building strong consumer demand for a product to
force members in to promoting the product because it’s in their best interest to do so.
• Push Strategies– Focus on mutual effort & cooperation in the
development & implementation of promotional strategies by working directly with members in order to foster support.
1212““Push” vs. “Pull” StrategiesPush” vs. “Pull” Strategies
Objectives 2:
1212Promotional StrategiesPromotional Strategies
Objective 3:
Pull Strategy
Manufacturer
Channel members
Final users(consumer or industrial)
Final users(consumer or industrial)
Channel members
Manufacturer
Push Strategy
1* 2 3
*Numbers indicate sequence of flows† Sequence of flows is simultaneous
†
Promotion flowNegotiation flowProduct flow
• Favorable reception of one’s promotional strategy is enhanced when…
1. Promotional strategies used support members’ needs rather than simply focus on selling
2. Members are included during the development & implementation of promotional campaigns
1212Promotional ThroughPromotional Through
Channel MembersChannel Members
Objective 4:
• Ad-hoc, quick-fix, and frequently offered push promotions do not foster high levels of channel member support on a consistent basis.
1212““Push” PromotionPush” Promotion
Research Findings - #1Research Findings - #1
Objective 5:
• Push promotions should be viewed as part of strategic channel management rather than as a mere tactical action to elicit quicker channel member response to sell more product.
1212““Push” PromotionPush” Promotion
Research Findings - #2Research Findings - #2
• Given the wide range of factors that can affect channel members’ responses to promotions, manufacturers should study channel members’ needs carefully before launching major push promotions.
1212““Push” PromotionPush” Promotion
Research Findings - #3Research Findings - #3
• Post-promotion (i.e., follow-up) research to evaluate channel member response to a push promotion is needed if manufacturers expect to make steady progress in improving the effectiveness of future push promotions.
1212““Push” PromotionPush” Promotion
Research Findings - #4Research Findings - #4
• Despite the manufacturer’s best efforts, large and powerful channel members will inevitably come into conflict with the manufacturer over promotional issues because their interests and goals will at times diverge.
1212““Push” PromotionPush” Promotion
Research Findings - #5Research Findings - #5
1. Cooperative Advertising
2. Promotional Allowances (i.e., “Monies”)
3. Slotting Fees
4. Displays & Selling Aids
5. In-store Promotions
6. Contests & Incentives
7. Special Promotional Deals & Merchandising Campaigns
1212Basic “Push” PromotionBasic “Push” Promotion
StrategiesStrategies
Objective 6:
• Typical Strategy:– Sharing in the cost on a 50/50 basis up to some
percentage of the retailer’s purchases
• Administration:– Administration is necessary to avoid abuses & to
help secure cooperation from members– Must be sensitive to channel members’ primary
concern about this strategy• Which is?
1212Cooperative AdvertisingCooperative Advertising
• Typical Strategy:– Offering members a direct cash payment or a
certain percentage of the purchases on particular products
• Administration:– Should conduct research to determine whether
it is getting its money’s worth in terms of retailer cooperation and follow-through
1212Promotional AllowancesPromotional Allowances
or “Monies”or “Monies”
• Typical Strategy:– Payments made to persuade the member,
especially retailers, to stock, display, and support new products
• Administration:– Joint sponsorship of research between retailers
and manufacturers on effects of slotting fees on various topics could help alleviate conflict.
1212Slotting FeesSlotting Fees
• Typical Strategy:– Include point-of-purchase (POP) displays,
dealer identification signs, promotional kits, special in-store signage, & mailing pieces
• Administration:– Should make the effort to see whether the
firm’s selling aids and displays are serving any useful purpose and/or are even being used.
1212Displays & Selling AidsDisplays & Selling Aids
• Typical Strategy:– Short-term events designed to create added
interest and excitement for the manufacturer’s product(s).
• Administration:– Planning of a successful in-store promotion
should always include considerations of the potential benefits for the retailers involved.
1212In-Store PromotionsIn-Store Promotions
• Typical Strategy:– Any techniques that are used to stimulate
channel member sales efforts for one’s products.
• Administration:– Must consider members’ views towards this
form of promotion when determining the type of contest or incentive to run.
1212Contests & IncentivesContests & Incentives
• Typical Strategy:– Includes a variety of push-type promotional deals
such as discounts to members to encourage the to order more products.
• Administration:– Must carefully develop strategies that are based on
knowledge of the member’s needs and that take a long-term perspective on promotion through the channel.
1212Special Promotional Deals & Special Promotional Deals & Merchandising CampaignsMerchandising Campaigns
• Include:– Training Programs
– Quota Specification
– Missionary Selling
– Trade Shows
1212““Kinder & Gentler”Kinder & Gentler”Push PromotionsPush Promotions
Objective 7 & 8:
• Wholesalers– Help develop their knowledge & selling
techniques for customers they call on
• Retailers– Help develop knowledge & selling techniques
so as to instruct customers on product usage.
• Pro’s and Con’s– Can help offset costs of training, but– Often little time for training
1212Training ProgramsTraining Programs
• Definition:– Sales volumes that manufacturers specify for
members to generate during a certain time period.
• Pro– Can amount to a substantial sum & can make a
major different in the dealer’s overall profit
• Cons– If seen as coercive, it can produce ill will and
conflict– Members may ignore quota if line is not a major
portion of their product mix
1212Quota SpecificationQuota Specification
• Definition:– Manufacturer’s salespeople who are specially
assigned to supplement the selling activities of the member.
• Pro– Useful when members lack sales capacity to handle
tasks assigned to them
• Cons– Expensive to implement– Some members view these salespeople as intruding
on the time of their own sales force
1212Missionary SellingMissionary Selling
• Definition:– Annual events organized by associations in particular
industries
• Pros– Opportunity for manufacturers to
• Sell existing & new channel members substantial quantities on new products face-to-face
• Socialize with channel members• Create a sense of pride & belonging within the channel by its
members
1212Trade ShowsTrade Shows