''Why Your B2B Sales Channels Ignore Your Product Line'' the Topic of a New FGI Online Marketing Brief.GRAND RAPIDS Grand Rapids, city (1990 pop. 189,126), seat of Kent co., SW central Mich., on the Grand River; inc. 1850. The second largest city in the state, it is a distribution, wholesale, and industrial center for an area that yields fruit, dairy products, farm produce, , Mich. -- Freeman Group, Inc. has announced the publishing of a marketing brief entitled, "Why B2B (Business to Business) Refers to one business communicating with or selling to another. See B2B e-commerce, B2C and B2G. B2B - business to business Sales Channels Ignore Your Product Line and What You Can Do About It." The brief is available for immediate and free access at: http://www.freemangroupinc.com/why.php. The marketing brief presents the premise that operations and sales managers sales manager n → gerente m/f de ventas sales manager n → directeur commercial sales manager sale n → in business-to-business sales channels evaluate product, marketing, and sales support programs of supplying manufacturers based on two basic criteria: the functional and financial contribution of those programs to their channel operations. Based on that evaluation, channel members will prioritize pri·or·i·tize v. pri·or·i·tized, pri·or·i·tiz·ing, pri·or·i·tiz·es Usage Problem v.tr. To arrange or deal with in order of importance. v.intr. and position that manufacturing supplier's product, marketing, and sales support program in one of three sectors: parity sector, advantage sector, or preference sector. "Sales channels will, by their nature, gravitate grav·i·tate intr.v. grav·i·tat·ed, grav·i·tat·ing, grav·i·tates 1. To move in response to the force of gravity. 2. To move downward. 3. to the supplier with the program that is the greatest common contributor," says Tim Wiersma, managing director of Freeman Group, Inc. "That greatest common contributor may be a product line, a single product, even a one-time promotion. But, if that contributor is wrapped in a sales support program that delivers a functional and financial advantage to channel members, the supplier will gain a preference position." The marketing brief presents examples of tactical tools, such as methods to provide channel members with sales-ready lead streams, or tools to assist channel sales organizations in selling throughout a customer's enterprise. Also presented is a graphical representation of the balancing of a manufacturer's financial and functional contributions, and the resulting sector position of that supplier from the sales channel's perspective. About FGI FGI Free Government Information FGI Fashion Group International, Inc FGI Focus Group Interview FGI Federazione Ginnastica d'Italia (Italian Gymnastics Federation) FGI Finished Goods Inventory FGI Forget It FGI is a business-to-business marketing communications Marketing communications (or marcom) are messages and related media used to communicate with a market. Those who practice advertising, branding, direct marketing, graphic design, marketing, packaging, promotion, publicity, sponsorship, public relations, sales, sales firm specializing in the development of marketing programs for manufacturers selling through B2B sales channels. These programs are developed to assist our clients and their sales channels in identifying audiences, gaining access to these audiences, converting and closing, and building preference. FGI's channel marketing experience extends into general line industrial distribution, specialty gases and adhesives channels, home center/hardware channels, contract furniture dealers, independent rep and direct sales channels. (C) 2006 Freeman Group, Inc. |
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