Bob Segal - Articles

Popularity
71

Successful Distributor Plans: How to Motivate Sales Channel Partners With a Formal Planning Process
In an ideal world, your key distributors would develop annual business plans for your product line and work closely with your distributor account managers to get the plans implemented. In reality, many manufacturers skip this planning effort altogether. Those that require distributor plans often struggle--either to convince distributors to create high-quality plans or to assure that the plans are followed. Read
By: Bob Segal | 19/12/2007 | Marketing
Popularity
50

Aligning Brands and Channels
People look like their dogs. I say this based on my non-scientific sample of fellow pet owners I have met while walking through Oz Park in Chicago with my own (handsome) dog, Kelsey. My informal assessment is supported by researchers at the University of California at San Diego. Dog owners, the researchers theorize, pick pooches that reflect the owner's disposition--happy, moody, tough, etc. Read
By: Bob Segal | 11/09/2007 | Marketing
Popularity
52

Resellers and Suppliers: Take your Corporate Sales Temperature With a Channel Audit
According to Bob Segal, a Principal with the channel consulting firm of Frank Lynn & Associates, Inc., many companies, especially smaller ones, manage their channel relationships on an informal, ad hoc basis. Segal suggests that companies develop a more formal, strategic approach to managing their channel partnerships. Conducting a "channel audit" might be a good first step. Read
By: Bob Segal | 25/07/2007 | Sales