Description
Information systems (IS) is the study of complementary networks of hardware and software (see information technology) that people and organizations use to collect, filter, process, create, and distribute data.
Channel Information Systems (CIS)
The purpose of channel information systems is to collect and analyze data about the operations of sales channels to assess its performance and take corrective timely action to continuously improve sales performance of the company. It also involves gathering market information about competition, statutory matters, market environment,etc
Elements of channel information system
1) Profiles and database of channel partners 2) Market information: Peak/Low season, growth rate,consumer behaviour, etc 3) Sales Primary and secondary data for each category/product/SKU for: a) volume and value sales b) market share vis a vis competition 4) Inventory status 5) a) b) c) d) e) 6) 7) 8) 9) Competition tracking Launch of new products Price changes in MRP/dealer rates Trade and consumer schemes In-store visibility Inventory status with channel partners Evaluation of Promotions done Distributor ROI Record statutory information like VAT,CST,Excise duty,etc as required Distributor’s payment record
Advantages of CIS
• Availability of relevant, reliable and current information for better marketing planning and decision making • Tapping new market opportunities • Trend analysis (product wise,region wise,sales person wise,etc) • Helps develop action plan for growth • Keeps marketing team aware regional disparities in consumer tastes, preferences and needs to fine tune marketing and promotional plans • Keeps sales team alert against threats from competition • Gather information which can affect company’s performance but is generally not available in public domain • Channel performance evaluation
doc_891995560.pptx
Information systems (IS) is the study of complementary networks of hardware and software (see information technology) that people and organizations use to collect, filter, process, create, and distribute data.
Channel Information Systems (CIS)
The purpose of channel information systems is to collect and analyze data about the operations of sales channels to assess its performance and take corrective timely action to continuously improve sales performance of the company. It also involves gathering market information about competition, statutory matters, market environment,etc
Elements of channel information system
1) Profiles and database of channel partners 2) Market information: Peak/Low season, growth rate,consumer behaviour, etc 3) Sales Primary and secondary data for each category/product/SKU for: a) volume and value sales b) market share vis a vis competition 4) Inventory status 5) a) b) c) d) e) 6) 7) 8) 9) Competition tracking Launch of new products Price changes in MRP/dealer rates Trade and consumer schemes In-store visibility Inventory status with channel partners Evaluation of Promotions done Distributor ROI Record statutory information like VAT,CST,Excise duty,etc as required Distributor’s payment record
Advantages of CIS
• Availability of relevant, reliable and current information for better marketing planning and decision making • Tapping new market opportunities • Trend analysis (product wise,region wise,sales person wise,etc) • Helps develop action plan for growth • Keeps marketing team aware regional disparities in consumer tastes, preferences and needs to fine tune marketing and promotional plans • Keeps sales team alert against threats from competition • Gather information which can affect company’s performance but is generally not available in public domain • Channel performance evaluation
doc_891995560.pptx