What are the problems in channel management? How to solve it?

1. Conflicts among channel members affect cooperation.

Due to the lack of common goals and interests among channel members, enterprises often have channel conflicts in actual channel management, and it is difficult to achieve effective cooperation. In the channel conflict, the conflict of sales compensation is the most likely to occur. Generally speaking, enterprises hope that all dealers will pay back the money as soon as possible to speed up their own capital turnover.

However, as far as dealers are concerned, they hope to delay the payment time as much as possible, or even maliciously occupy or default, which will bring a lot of bad debts and bad debts to enterprises, and it is difficult to convert sales performance into actual income.

2. There are many uncertainties in channel operation.

There are many uncertain factors in channel operation, which generally affect the working capital by affecting the product inventory of enterprises. The main uncertainties are as follows:

① There are uncertainties in the internal production links of enterprises.

Enterprise internal production often involves a variety of processes and departments, and can only be completed with the cooperation of all employees. The more complex the process, the more departments involved, the more serious the uncertainty of internal production, which not only delays time, but also causes the extrusion of funds.

② Uncertainty of market demand.

Market demand directly determines the business strategy of an enterprise. Under the current economic situation, the commodity market is abundant in goods and materials, consumers' ideas are also advancing with the times, consumption habits are gradually diversified, and market demand is changing rapidly. Therefore, it is often difficult for enterprises to accurately predict the market demand of products, which easily leads to the backlog of products and the serious occupation of funds in sales channels.

Channel management includes:

① Manage the dealers' supply to ensure timely supply. On this basis, help dealers to establish and straighten out the sales subnet, disperse the pressure of sales and inventory, and speed up the circulation of goods.

(2) Strengthen the support for advertising and promotion of dealers and reduce the resistance of commodity circulation; Improve the sales force of goods and promote sales; Improve the utilization rate of funds and make it an important source of profit for dealers.

(3) Be responsible for the distributor and provide product service support for the distributor on the basis of ensuring supply. Properly handle the problems such as product damage and deterioration, customer complaints and customer returns in the sales process, and effectively protect the interests of dealers from unnecessary damage.