Strategic Questions for Optimizing Sales Channel Mix PPT

This PPT slide, part of the 68-slide Proposal for Organizational Restructuring (Big 4) PowerPoint presentation, presents a framework for improving the sales channel mix for CHEMICALS COMPANY A. It categorizes the sales channels into 5 distinct areas: E-commerce, Services, Projects, Modern Trade, and Traditional. Each category represents a potential avenue for revenue generation and requires careful consideration to enhance overall performance.

On the right side, a series of key questions are outlined, aimed at guiding strategic thinking around the sales channels. These questions focus on identifying target customers, assessing future market impacts, and defining the company's unique value proposition. Such inquiries are critical for understanding where to direct resources and efforts.

The slide emphasizes the importance of evaluating growth areas and capabilities needed to sustain that growth. It suggests a need for a balanced approach between various sales channels, particularly between Key Accounts, Direct sales, and Project-based engagements. This balance is crucial for optimizing profitability and ensuring that the company can effectively manage its partners and dealers.

Additionally, the slide highlights specific market considerations, such as the DIY market in China and the implications of major retailers like Home Depot withdrawing from that market. Understanding these dynamics can inform CHEMICALS COMPANY A's retail outlet development strategy.

Finally, the questions prompt a deeper analysis of channel allocation and profitability strategies. This comprehensive approach ensures that all aspects of the sales channel mix are scrutinized, allowing for informed decision-making that aligns with the company's growth objectives.

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Strategy Development Example Restructuring Value Proposition Strategic Thinking Sales