渠道第6章-展示頁(yè)
2025-01-31 19:27本頁(yè)面
【正文】 Side Gaps: Offer tiered service levels Expand/contract provision of service outputs Change segment(s) targeted SupplySide Gaps: Change flow responsibilities of current channel members Invest in new lowcost distribution technologies Bring in new channel members 圖 51：渠道差距分析框架 案例圖 52：網(wǎng)絡(luò)帳單差距分析 BOUNDS GAPS CLOSING THE GAPS Environmental: Technology infrastructure: ?takes time to fully develop ?initially endowed benefits more on billers than on payers ?is not universally available ?is characterized by high fixed setup costs, but low marginal implementation costs and thus is not attractive unless significant scale is achieved Demandside: ?Assortment/variety (onestop bill payment site not available) ?Waiting time too long (some ebills took 5 days to pay) ?Information provision poor (thus ebill payment viewed as risky) Supplyside: ?Clear lowering of many channel flow costs ?But consumer (as a channel member) bears more perceived risk, with no pensating price cut ?Cost cuts initially much more available to biller than to payer (asymmetric cost efficiencies that hamper adoption) Relax environmental bounds: ?Build software applications to generate backoffice benefits for B2B players ?Presentment technology eventually developed to improve assortment/variety for consumer payers Increase promo
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