Is 2013 the Year to Add a Direct Consumer Sales Channel?
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If your business is starting to receive consistent feedback from consumers requesting items directly, it might be time to consider implementing a direct sales channel. Before doing so, here are five things to consider:
1. Modifying the risk management plan. It's important to have a plan in place to foresee risks, estimate impacts and have responses to issues that may arise. With B-to-B, there are fewer end users of a product or service who are more homogeneous, with the average user being fairly knowledgeable. With B-to-C, many end users of an organization's product are heterogeneous, and the average user is less knowledgeable than their B-to-B counterpart, but the distribution is more extreme.
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Mark Donnelly
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