SERVICE AT DIFFERENT
LEVELS IN THE CHANNEL
Servicing Retailers
o
o
o
o
o
Keep customers informed of promotional programs
Supply display items
Help with displays and arrangements
Check inventory regularly
Train the customer's people
Servicing Intermediaries
o
o
o
Call on the distributor.
Call on the distributor's customers.
Train distributor's sales force.
Technology and Service Quality
o
o
Service ability has been enhanced
Electronically mediated sales conversations - two computers sharing
Tracking Service Activities
A written specific plan should be developed
Call Frequency
o
o
Rank your customers (criteria may vary)
Allot service time and call frequency accordingly