Channel Marketing Management for the Industrial Manufacturer

The Master thesis focuses on examining marketing channel management for the industrial manufacturer. The aim is to analyze how the manufacturer markets its products via distribution network and to suggest improvements, based on performed literature research and interviews with four distributors from Central and Eastern Europe. Areas such as channel performance, channel members' commitment and motivation, marketing planning, marketing programs and marketing support for channel partners are explored. The research showed that the company is successful in channel marketing management and in many areas is placed above industry standards. Several improvement areas were identified and a set of targeted measures to improve individual partners' performance was suggested.