NAME: - APURV TOPPO

ROLL NO: - 15061

Ingersoll-Rand (Managing Multiple Channels)

The following are the pros and cons which would be availed by using either of the channel Direct Sales Force - The advantage of using the Direct Sales Force is that they have well
established service capabilities and they are a good addition to a shrinking line. However they
tend to become elephant hunters..
Distributors - They also have well connected networks, they have a consistent hp portfolio
and they enjoy good reward for being loyal. But they take a lot of attention away from the
small compressors. They require dedicated training and there is very less control in this
channel.
Air Centers - They are very useful in areas where the distributors can't reach or are not
successful. They have a centralised order entry system and have an inventory transfer facility.
They usually have high overheads and have apprehensions in the minds of the distributors.
Following is the cost analysis:-

Recommendations: - I would suggest to use Distributors as the preferred channel. As per the
analysis they can earn higher profits than the air centers and this can be possible because of
their reach. Their network is also bigger compared to the others, and have better structure
compared to that of the air centers and the direct sales force. Also the cost to company

calculated for the distributor network is found to be less than that of the air centers. To
conclude, it seems that the distributors will push the product well than the direct sales force.