24205 Lecture Notes - Lecture 10: Solar Energy Generating Systems, Technical Support, Opportunism

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7 Aug 2018
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Mutual recognition/understanding: firm success depends on each other. Channel management is an interactive process, trust is important: emerging trends. Blurring of roles (many distributors develop new products for their own customers arrangers manufacturer to produce the product: selecting partners. Define relationships, end user requirements and partner competencies. Qualify the number of partners you need. Identify partners needed/screen new partners and then recruit. Management stability (stable management in place for > than 2 years) Management quality (highly regarded by industry peers and vendors) No end user direct sales (wholesale only sale) Relationship screen (for mail order, online store reseller) Customer base (more than 60% of revenue from our top 4 market segs) * bs relationships are established so that each company can take advantage of skills and resources from the other party: aligning mutual self interests and complementary resources. Bs marketing channels (shared goals/distinct individual goals) Suppler/distributor firm (share complementary resources/capabilities increases likelihood of goal achievement e. g. training programs)

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