The Multichannel Challenge

The Multichannel Challenge

Author: Hugh Wilson

Publisher: Routledge

Published: 2008-05-12

Total Pages: 242

ISBN-13: 1136356703

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While innovation in products and services continues apace, today’s competitive strategy is equally based on innovation in the route to market. Tesco.com, Direct Line, First Direct and easyJet are just a few examples of innovative channel strategies as a key component of the value proposition. We find ourselves in a multi-channel world. This book is drawn from the experience of major companies such as IBM, First Direct, Taylor Woodrow and BT. Lessons are explained clearly: be Multi not multiple; channels as weapons; think combinations; design from the top, but think people and measure it. The key concepts are backed by carefully tested practical advice from making organisational change to understanding channel metrics. Based on work from Cranfield's world leading Customer Management Forum, this is the essential practical guide for senior management in key areas like marketing, sales, customer services and strategy.


Book Synopsis The Multichannel Challenge by : Hugh Wilson

Download or read book The Multichannel Challenge written by Hugh Wilson and published by Routledge. This book was released on 2008-05-12 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: While innovation in products and services continues apace, today’s competitive strategy is equally based on innovation in the route to market. Tesco.com, Direct Line, First Direct and easyJet are just a few examples of innovative channel strategies as a key component of the value proposition. We find ourselves in a multi-channel world. This book is drawn from the experience of major companies such as IBM, First Direct, Taylor Woodrow and BT. Lessons are explained clearly: be Multi not multiple; channels as weapons; think combinations; design from the top, but think people and measure it. The key concepts are backed by carefully tested practical advice from making organisational change to understanding channel metrics. Based on work from Cranfield's world leading Customer Management Forum, this is the essential practical guide for senior management in key areas like marketing, sales, customer services and strategy.

The Multichannel Challenge

The Multichannel Challenge

Author: Hugh Wilson

Publisher: Routledge

Published: 2008-05-12

Total Pages: 241

ISBN-13: 1136356711

DOWNLOAD EBOOK

While innovation in products and services continues apace, today’s competitive strategy is equally based on innovation in the route to market. Tesco.com, Direct Line, First Direct and easyJet are just a few examples of innovative channel strategies as a key component of the value proposition. We find ourselves in a multi-channel world. This book is drawn from the experience of major companies such as IBM, First Direct, Taylor Woodrow and BT. Lessons are explained clearly: be Multi not multiple; channels as weapons; think combinations; design from the top, but think people and measure it. The key concepts are backed by carefully tested practical advice from making organisational change to understanding channel metrics. Based on work from Cranfield's world leading Customer Management Forum, this is the essential practical guide for senior management in key areas like marketing, sales, customer services and strategy.


Book Synopsis The Multichannel Challenge by : Hugh Wilson

Download or read book The Multichannel Challenge written by Hugh Wilson and published by Routledge. This book was released on 2008-05-12 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: While innovation in products and services continues apace, today’s competitive strategy is equally based on innovation in the route to market. Tesco.com, Direct Line, First Direct and easyJet are just a few examples of innovative channel strategies as a key component of the value proposition. We find ourselves in a multi-channel world. This book is drawn from the experience of major companies such as IBM, First Direct, Taylor Woodrow and BT. Lessons are explained clearly: be Multi not multiple; channels as weapons; think combinations; design from the top, but think people and measure it. The key concepts are backed by carefully tested practical advice from making organisational change to understanding channel metrics. Based on work from Cranfield's world leading Customer Management Forum, this is the essential practical guide for senior management in key areas like marketing, sales, customer services and strategy.

The Multichannel Challenge

The Multichannel Challenge

Author:

Publisher:

Published: 2008

Total Pages:

ISBN-13:

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Book Synopsis The Multichannel Challenge by :

Download or read book The Multichannel Challenge written by and published by . This book was released on 2008 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Multichannel Challenge at Natura in Beauty and Personal Care

The Multichannel Challenge at Natura in Beauty and Personal Care

Author: Leandro A. Guissoni

Publisher:

Published: 2021

Total Pages: 0

ISBN-13:

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Book Synopsis The Multichannel Challenge at Natura in Beauty and Personal Care by : Leandro A. Guissoni

Download or read book The Multichannel Challenge at Natura in Beauty and Personal Care written by Leandro A. Guissoni and published by . This book was released on 2021 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Multichannel Challenge at Natura in Beauty and Personal Care

The Multichannel Challenge at Natura in Beauty and Personal Care

Author: Leandro Guissoni

Publisher:

Published: 2021

Total Pages: 0

ISBN-13:

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Faced with declining market share and sales, Natura, Brazil's second-largest brand in the cosmetics, fragrances, and toiletries market, expanded its customer reach by moving from a direct-sales company to a multichannel company. In 2014, Natura added online catalogs, physical stores, and drugstores to its well-established direct-selling model, but the results were disappointing. Between 2014 and 2016, three different Natura CEOs attempted to lead the company in the strategic transition to focus less on the direct sales consultants and more on reaching the end consumers directly with multiple channels and touchpoints. In October 2016, the company's board appointed its former commercial vice president, João Paulo Ferreira, as the most recent CEO. Ferreira's challenge was to find the right balance between the direct-selling and other channel formats to market Natura, thus enabling it to thrive in the face of intense competition in the beauty and personal care market in Brazil.ExcerptUVA-M-0943Rev. Feb. 25, 2020The Multichannel Challenge at Natura in Beauty and Personal CareNatura is headed for a big shake-up. We are sure that in 3 to 5 years our business is going to change significantly.--Alessandro Carlucci, Natura's former CEO, January 2014The business of Natura, Brazil's largest direct-selling company with roughly 1.5 million independent door-to-door sales consultants (ISCs), had started to change in recent years. On August 19, 2014, the company had announced that board member Roberto Lima would replace Alessandro Carlucci as CEO. Carlucci had worked at Natura for 25 years and had held the role of CEO since 2005. This CEO transition occurred when Natura's position in the cosmetics, fragrance, and toiletries (CF&T) market was being challenged by other, nondirect-selling companies.


Book Synopsis The Multichannel Challenge at Natura in Beauty and Personal Care by : Leandro Guissoni

Download or read book The Multichannel Challenge at Natura in Beauty and Personal Care written by Leandro Guissoni and published by . This book was released on 2021 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Faced with declining market share and sales, Natura, Brazil's second-largest brand in the cosmetics, fragrances, and toiletries market, expanded its customer reach by moving from a direct-sales company to a multichannel company. In 2014, Natura added online catalogs, physical stores, and drugstores to its well-established direct-selling model, but the results were disappointing. Between 2014 and 2016, three different Natura CEOs attempted to lead the company in the strategic transition to focus less on the direct sales consultants and more on reaching the end consumers directly with multiple channels and touchpoints. In October 2016, the company's board appointed its former commercial vice president, João Paulo Ferreira, as the most recent CEO. Ferreira's challenge was to find the right balance between the direct-selling and other channel formats to market Natura, thus enabling it to thrive in the face of intense competition in the beauty and personal care market in Brazil.ExcerptUVA-M-0943Rev. Feb. 25, 2020The Multichannel Challenge at Natura in Beauty and Personal CareNatura is headed for a big shake-up. We are sure that in 3 to 5 years our business is going to change significantly.--Alessandro Carlucci, Natura's former CEO, January 2014The business of Natura, Brazil's largest direct-selling company with roughly 1.5 million independent door-to-door sales consultants (ISCs), had started to change in recent years. On August 19, 2014, the company had announced that board member Roberto Lima would replace Alessandro Carlucci as CEO. Carlucci had worked at Natura for 25 years and had held the role of CEO since 2005. This CEO transition occurred when Natura's position in the cosmetics, fragrance, and toiletries (CF&T) market was being challenged by other, nondirect-selling companies.

Multi-Channel Marketing, Branding and Retail Design

Multi-Channel Marketing, Branding and Retail Design

Author:

Publisher: Emerald Group Publishing

Published: 2016-12-05

Total Pages: 272

ISBN-13: 1786354551

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This unique book focuses upon service design, including retail and multi-channel marketing matters pertinent to the current age where physical contact with consumers has resurfaced as an enduring part of the marketing and branding landscape - complementary to online and virtual worlds.


Book Synopsis Multi-Channel Marketing, Branding and Retail Design by :

Download or read book Multi-Channel Marketing, Branding and Retail Design written by and published by Emerald Group Publishing. This book was released on 2016-12-05 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: This unique book focuses upon service design, including retail and multi-channel marketing matters pertinent to the current age where physical contact with consumers has resurfaced as an enduring part of the marketing and branding landscape - complementary to online and virtual worlds.

Getting Multi-Channel Distribution Right

Getting Multi-Channel Distribution Right

Author: Kusum L. Ailawadi

Publisher: John Wiley & Sons

Published: 2020-04-14

Total Pages: 387

ISBN-13: 1119632889

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Getting Multi-Channel Distribution Right provides a comprehensive treatment of modern distribution strategy that is analytically solid, clearly written, and relevant for managers as well as MBA and executive MBA students, and the professors who train them. It covers concepts, metrics, tools, and strategic frameworks for managing distribution in physical and digital channels. Focusing on the challenges of managing multiple channels of distribution in an evolving marketplace—rather than the process of designing a distribution channel from scratch—it leans more heavily on metrics and tools and incorporates perspectives from academic research, as well as in-depth case studies from marketing and general management practice. Introduces an organizing framework of pull and push marketing for how suppliers work together with their channel partners. Integrates across physical and digital, independent and company-owned, routes to market. Maps the functions of traditional and newer intermediaries in the channel ecosystem and identifies the root causes of conflict between them. Provides tools and frameworks for how much distribution coverage is required and where. Shows how product line, pricing, trade promotions, and other channel incentives can help to coordinate multiple channels and manage conflict. Illustrates how push and pull metrics can be combined into valuable dashboards for identifying positive feedback opportunities and sustaining the channel partnership. With the help of Getting Multi-Channel Distribution Right you’ll discover how to successfully develop, execute, and adapt distribution strategy to the evolving marketplace.


Book Synopsis Getting Multi-Channel Distribution Right by : Kusum L. Ailawadi

Download or read book Getting Multi-Channel Distribution Right written by Kusum L. Ailawadi and published by John Wiley & Sons. This book was released on 2020-04-14 with total page 387 pages. Available in PDF, EPUB and Kindle. Book excerpt: Getting Multi-Channel Distribution Right provides a comprehensive treatment of modern distribution strategy that is analytically solid, clearly written, and relevant for managers as well as MBA and executive MBA students, and the professors who train them. It covers concepts, metrics, tools, and strategic frameworks for managing distribution in physical and digital channels. Focusing on the challenges of managing multiple channels of distribution in an evolving marketplace—rather than the process of designing a distribution channel from scratch—it leans more heavily on metrics and tools and incorporates perspectives from academic research, as well as in-depth case studies from marketing and general management practice. Introduces an organizing framework of pull and push marketing for how suppliers work together with their channel partners. Integrates across physical and digital, independent and company-owned, routes to market. Maps the functions of traditional and newer intermediaries in the channel ecosystem and identifies the root causes of conflict between them. Provides tools and frameworks for how much distribution coverage is required and where. Shows how product line, pricing, trade promotions, and other channel incentives can help to coordinate multiple channels and manage conflict. Illustrates how push and pull metrics can be combined into valuable dashboards for identifying positive feedback opportunities and sustaining the channel partnership. With the help of Getting Multi-Channel Distribution Right you’ll discover how to successfully develop, execute, and adapt distribution strategy to the evolving marketplace.

Selling to the multichannel consumer

Selling to the multichannel consumer

Author:

Publisher:

Published: 2012

Total Pages: 20

ISBN-13:

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Book Synopsis Selling to the multichannel consumer by :

Download or read book Selling to the multichannel consumer written by and published by . This book was released on 2012 with total page 20 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Managing Business in a Multi-channel World

Managing Business in a Multi-channel World

Author: Timo Saarinen

Publisher: IGI Global

Published: 2005-01-01

Total Pages: 347

ISBN-13: 1591406315

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This book addresses the concerns of existing companies who wish to succeed in the new multi-channel environment as it develops and becomes commonplace.


Book Synopsis Managing Business in a Multi-channel World by : Timo Saarinen

Download or read book Managing Business in a Multi-channel World written by Timo Saarinen and published by IGI Global. This book was released on 2005-01-01 with total page 347 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book addresses the concerns of existing companies who wish to succeed in the new multi-channel environment as it develops and becomes commonplace.

Beyond Multi-Channel Marketing

Beyond Multi-Channel Marketing

Author: Maria Palazzo

Publisher: Emerald Group Publishing

Published: 2020-06-17

Total Pages: 288

ISBN-13: 1838676856

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Delving into the rapidly developing field of dual marketing, investigating the strategic alliances, multi-stakeholder perspectives and branding potential it holds, this book promotes the adoption of the multichannel approach which is fundamental to facing the challenges of marketing 4.0.


Book Synopsis Beyond Multi-Channel Marketing by : Maria Palazzo

Download or read book Beyond Multi-Channel Marketing written by Maria Palazzo and published by Emerald Group Publishing. This book was released on 2020-06-17 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Delving into the rapidly developing field of dual marketing, investigating the strategic alliances, multi-stakeholder perspectives and branding potential it holds, this book promotes the adoption of the multichannel approach which is fundamental to facing the challenges of marketing 4.0.