【正文】 ically evaluated . the additional sales and the cost savings in the new sales channel need to be considered against the revenue decline in the channel under threat of conflict 2. Possibilities for reducing conflicts are not used . possibilities to differentiate by product offering, brand, additional services, etc. are not used 3. Conflictreducing actions are neither efficient nor economical . high pensatory payments to sales partners (introducing online sales for repair or information services performed by offline channels) 4. Innovative channel management calls for an efficient and active approach to dealing with channel conflicts CONFLICT MANAGEMENT Source: Roland Berger ICM 20 Transparency on conflicts and their impact on earnings Transparency on the need for and the economy of conflict reduction Identifying and evaluating conflicts ? Identifying conflictprone relationships – Between sales channels – Between sales partners within a channel ? Drawing up a conflict matrix/identifying no go39。1 Innovative Channel Management Brief profile Marketing amp。 channelspecific actions ? Analyzing strengths/ weaknesses 34 weeks Developing detailed channel concepts ? Developing/adjusting the channelspecific marketing and support concepts ? Developing/modifying a performanceoriented price and terms system ? Compiling a detailed description and costing overview of all channel activities 46 weeks Transparency on channel partners39。s multi utility concept ? Analysis of German energy market with focus on existing sales channels ? Assessment of general utility of mobile munication channels for energy sales ? Analysis of eplus sales channels and valuation of customer potentials ? Evaluation of cooperation possibilities between the different sales channel portfolios ? Remendation of options for cooperation with focus on cross selling potentials between telemunication and energy products ? Presentation of significant advantages based on costbenefitanalysis for different sales channels P026060040201/ P026060040101 P001261030101 26 References Innovative Channel Management (3) Customer Project subject ? Development of a new business customer strategy to overe deficits in this area Project approach ? Customer segmentation and analysis of product portfolio ? Analysis of existing sales channels and evaluation of future channel portfolio ? Matching of channels and target groups ? Development of new channel controlling ? Integration of channel portfolio in new business plan Results ? Complete strategy to develop the business customer unit ? Restructuring of target clients, necessary products and services with regard to petitive environment ? Appropriate sales channel portfolio ? Detailed business plan taking into consideration the new strategy ? Reorientation of the current organizational structures due to widely differing market positions in European countries ? Benchmarking of the most powerful petitors and best in class panies in a consumer environment ? Characterization of different sales channel groups including new innovative channels ? Definition of future sales channels in mobile phone market ? Matching of benchmarking results to develop bestpractice concept for sales channel organization ? Development of best practice organization for telemunication business ? Development of detailed channel strategy including channel portfolio, channel management and organization ? Implementation schedule and preparation of new sales concept for European key markets P033800030101 P018910860101 27 References Innovative Channel Management (4) Customer Project subject ? Development of sales channel strategy and efficient channel portfolio ? Design of sales channel concepts ? Implementation of sales channel portfolio Project approach ? Analysis/evaluation of channel long list (potential sales channels) – market research, benchmarks, experts interviews ? Development of intermediate channel portfolio by filtering model – CHASE ? Analysis of channels3