Channel management involves more than just getting products or services from company to customer. Like all elements of marketing and operations, it offers numerous chances to improve revenue and profitability. Effective channels serve targeted customer segments, maximize sales, minimize cost and provide companies a sustainable competitive advantage.

Very often, direct sales and retail sales present the two largest channel opportunities. Bain helps clients seize them by harnessing its deep expertise in improving sales-force and retail effectiveness. Bain's practical approach has helped clients raise their revenues by 20 to 30 percent, at the same or lower costs, while improving customer satisfaction.

Bain's approach takes into account a company's value proposition to customers and overall channel strategy. By analyzing how important different channels are to a company's total revenue, competitive positioning and profits, we prioritize channels for enhancement. With customer needs in mind, Bain helps redesign channel structure and management to enhance sales and profits.

To find out more about Bain's work in this capability area, please contact the practice.