January 20, 2022

How Channel Sales Can Keep You Out of Trouble

Channel Sales is a channel where the seller sells to a distributor who then sells to end-users.


When you go out and buy a piece of clothing, it’s likely that you aren’t buying the whole item. If you’re an average consumer, you are probably purchasing a shirt and maybe even a pair of pants separately. However, sometimes you might be purchasing multiple pieces of clothing in one order. In such cases, it is referred to as channel sales.

Let’s take a look at what this means for businesses?

To answer this question, we need to understand its definition.

It is a marketing strategy that uses existing channels such as physical stores, social media, and phone calls to generate leads and convert them into customers. 

It works best when it is done in conjunction with other strategies like SEO or digital marketing which help in getting the word out about your business.
They are usually used in distribution or retailing, as well as in manufacturing and services.

It is not only a marketing strategy but also an efficient way of distributing products because it allows the manufacturer to control their own distribution channel while providing added value for distributors and customers.


Its strategy entails using partners and third parties to sell your products or services, such as referral partners, affiliate partners, wholesalers, distributors, managed service providers, marketplaces, and value-added resellers.

This allows companies to bypass traditional sales channels such as distributors, retailers, and direct sales agents. These types of sales arrangements are referred to as "channel partners" or "channel partners" and are sometimes referred to as "direct sales" or "direct sales" because they allow the company to make direct sales to end users directly.

This is a type of sales channel where the seller sells to another company that then uses their own contacts in order to sell on behalf of the original company.

There are pros and cons involved with this form of business model, but ultimately it can be more costly for companies who do not choose management properly or have weaker connections in marketing.

Different types of Sales Partners include: distributors, marketplaces, wholesalers and value-added resellers.



It allows for flexibility and control, by choosing whether or not the channel partner is a wholesaler or retailer.

When compared to selling through distributors, it allows companies to be more selective about whom they work with and how the product may evolve over time without worrying if there are any obligations that come from distributor agreements including sourcing arrangements.

There can also be added value benefits such as higher margins, better product/market fit as well as a reduction in time and cost of distribution.

Unlike retailers who have a costs structure by category or channel type (wholesalers vs. rep firms for instance), there is no clarity on what the operating costs are for Channel Partners who often just bucket all their orders together and then sell from one place with different prices according to market demand and competition which can impact margin negatively if not managed properly.



- You have to be very good at selling.

- You have to be able to sell a lot of products.

- It’s not as easy as it looks.

- It’s a lot of work.

- You have to be very good at selling.

- You have to sell a lot of products.

- You have to be in front of the customer all the time.

- You can’t take a break.

- It’s hard to make sales calls when you are sick or tired.





Types -


A direct type is a business model where a company sells its products or services directly to the customer without going through an intermediary.

The benefits of this type of business are:

• It allows for greater product variety, which can lead to increased profit margins.

• The market penetration is higher because there is no need for large advertising budgets.

• There are no third-party commissions taken from the sale.




Indirect type is the process of selling a product or service to someone else who will then resell it. This type of sales is ideal for high-end products that are not widely available and cannot be sold in retail stores.


Its benefits are:

• You can sell at higher prices because you do not have to compete with other retailers.

• It allows you to sell in markets where you would otherwise not be able to enter because they are too small or competitive.

• It allows you to market your brand globally without spending much money on advertising and marketing campaigns.




A hybrid type includes both indirect and direct channels; for example, an online store might sell products through distributors in certain markets while also using individual accounts for other countries.       


Channel Sales Strategy:

There are many different types of  strategies.


On the basis of time investment, it is-

1. One-time-only campaign

2. Seasonal promotions

3. Monthly membership plans

4. Weekly and daily deals

5. Consecutive months or years of purchase discounts

A channel sales strategy is a process that is used to build an ongoing business.


There are many different types of strategies such as:


1. Direct Sales Strategy

The most common way to sell your product or service through direct sales channels is by visiting a store, making an appointment with a customer and giving them a personal pitch.


2. Relationship Selling Strategy

This type of strategy involves building relationships with the customers you have on the phone, email, or website by providing exceptional customer service and always answering questions in a timely manner.


3. Network Marketing Strategy

In this type of marketing strategy, you can earn commissions by recruiting new members into your team and selling their products or services while they help recruit more people into the network.


4. Coaching/Consulting/Coaching Session

This strategy includes offering coaching sessions online where customers can ask for advice about their goals and interests without having to buy anything from you at all !

One channel strategy that is very popular today, as retailers upgrade to eCommerce websites and products become more digitised in nature – includes partnering with a specific industry source (wholesaler) or marketplace where demand is greatest. The product may be branded on the shelf but sourced through the end user's location so it has no visibility when their own store doesn't have its materials prepared for retail shipment. There can also be added

Another most common is called "cross-selling".

Cross-selling refers to increasing the profit margin by selling a product or service that's complementary to one you're already selling. For example, if you sell sunglasses, cross-sell your clients on buying a new pair of sunglasses cases. If you sell water bottles, cross-sell them on purchasing a hydration pack for their running needs.

Another way to increase revenue is through "upselling". Upselling is when you help your customer buy more than they originally wanted or planned to purchase. This can be done by suggesting something else that would suit their needs better, like adding an accessory or upgrade to what they've already purchased from you.

An effective upsell strategy is going beyond just an add-on and instead recommending items that would make the original purchase even better in some way (i.e shoes + socks = perfect for winter).


Key Points That Influence Channel Sales



It is a marketing technique that focuses on the relationships that are built between the company and its customers. This type of marketing strategy is often used in B2B business models, where the focus is on building relationships with prospects and then turning them into clients.


In this strategy has three key components:

1) Channel Prospecting: Identifying potential customers and prospects within a certain channel or market.

2) Customer Discovery: Creating targeted customer profiles to help prospect efforts be more effective by discovering what channels customers prefer to use for purchase decisions.

3) Relationship Management: Developing an effective process for building long-term client relationships through nurturing and engaging those who have already been identified as potential clients, providing them with value, identifying opportunities for their business, etc.

4) Lead generation through a website or blog - This is the best type of strategy because it generates leads and can be highly targeted to specific audiences.

5) Direct response marketing - This is an effective type of strategy that gives customers the chance to buy products and services by filling out forms on websites, reading content online, and calling for more information about products and services that they may be interested in purchasing. 


The following are examples of companies that follow such strategies:

- Dell.

- Microsoft.

- Apple.



In conclusion,it is a very effective form of marketing that can be used by any business to increase their profits. It is the type of marketing that focuses on building relationships with customers and then turning them into clients.

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