Expert Speak

Channel Programs – Getting Them Right

Channel Programs

�TVS-E Day� exemplifies an enterprising initiative for the channel. This monthly TVS-Electronics program, which engages the Authorized Dealer Partner sales executives working with the channel members, aims to encourage the sales force.

p____p The sales executives are given the opportunity to win points and redeem prizes. The Shining Stars program, which awards top four performers from each state, is also a laudatory move from the vendor.

p____p Closely following on this initiative is HCL Frontline�s Beanstalk Challenger program for its sales executives. Under this program, the sales executive gets points on every sale of Beanstalk PC he makes. The total points he collects over the entire year can then be redeemed as cash incentives.

p____p These initiatives from Indian companies for the sales person, who is in the field doing the hard slog for the company�s sales, are worth complimenting. The sales force thrives on motivation. Unless companies engage the sales teams of their partners directly, there could be a disconnect between the vendor and its partners.

p____p TVS-E�s training on various products for the salesperson will also stand the company in good stead. Unless the sales force is aware of what they sell, they cannot do a thorough job.

p____p These initiatives also reveal the seriousness of the respective companies to its partners. While this can perk up the sales performance, such engagements also help the partners identify with their vendor�s overall agenda.

p____p Now companies could also walk a further mile and get involved in other aspects of their partner�s business like training on inventory and credit management, for instance. After all, these are two causes that continue to pose concerns for many a reseller in the country. More companies should conduct such programs for the progress of its partners and ultimately to make their bottom line better.

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