ANSWER 1-

Channel conflict refers to the disagreement, mainly when producers start selling their goods and
services directly to the consumers instead of going through any in-between processes like going
through wholesalers, retailers, etc.
 Or channel conflict can also arise when manufacturers do not connect with every partner
involved in channel. He only selects some contractors for working with them, like choosing
retailers directly to reach the customers. In this case, the company usually prefers choosing
retailers because they are willing to offer a large variety to the customers.
 Offering attractive discounts can reduce the conflicts between the channels.
 The company can make geographical segments for sales and can allot the specific areas to
the channel partners.
 The company can decide the limit that after this limit, they will provide excellent offers to
the partners, or they can also set margins for the sales of the products after completing the
margin channel partners will get exclusive discounts.

Me being a producer or manufacturer I would prefer considering B2B sales because there
are a lot more advantages for going B2B sales like,
 I can connect with consumers effectively.
 Understanding how the market is changing and what kind of response is customers are giving
will be more comfortable.
 Multiple routes help in increasing the conversions and help in increasing the market value.
 An excellent example of multiple routes channels is- Flipchart, Nyika, Amazon. They
connect with their customers directly with no involvement of in-between pathways.
 I will make an online platform advantage for my business because it will be beneficial for my
business to work according to customer needs and satisfaction.
 It will be less time consuming and more productive, which gives accuracy to work.

Trade-off refers to the process in which companies have to lose something in terms of earning
something for their business.
ANSWER 2-
 PROS-
 Involving wholesales consumes a lot of time in completing the operation. If the wholesalers
would be eliminated from the process, the chain will become small and useful at the same
time.
 Sometimes it is found that most wholesalers are involved in unethical activities like black
marketing. As a result, the company that is linked can face a fall in value, which can severely
impact the company's reputation.
 Wholesalers consume the right amount of capital, and if they would be eliminated, then that
amount can be recovered or be saved.
 Wholesalers work as per their markings, which they had made for them. If any new product
comes into the market with a lower margin, they will not sell that product but still
concentrate on selling the high margin products.

 CONS-
 Wholesalers somewhere manage the market by making good over that which can be
disturbed after eliminating them.
 The companies' Liabilities are mainly covered by the wholesalers, which will directly be
transferred to the company after eliminating the wholesalers.
 Distributing the products will start getting harder because the wholesalers know where and
when the supply is needed to be done after the elimination supply of products can produce
problems in the market.
 Wholesalers reduces the half of the responsibilities of the company directly or indirectly.

ANSWER 3-
It is a generation of online business because every company is working majorly. After all,
consumer engagement is more in online platforms than in traditional markets.
If we see the company after ten years, the company will be willing to do much better on the
online platform because they can tell the whole story of starting to be the best in the market with
the significant priority of customer satisfaction.
 Improving sales working on social media sites will help the company to earn more profit and
revenue.
For example: If they make Facebook or YouTube channel, they can cover so much of organic
traffic; also, they can connect with customers where customers can involve in giving suggestions
about how they can improve the services. Customers keep noticing that what role a customer
reviews play in companies’ decisions.
 Stihl is already the best in customer satisfaction. Going online will help the company more to
increase their values.
 On an online platform, they can target valuable customers more easily who are willing to buy
the product.
 Stihl can help their customers more in financing the product they are willing to buy from the
online or the traditional market. Also, they can provide reasonable prices range for the
customers with differentiating the regular customers and the new customers.
 The more customer will know the company and their product, the more they will tend to buy
from them.

ANSWER 4-
In my opinion, the decision to avoid home Centrals is appropriate because the company is
superior in providing satisfactory usage experience, good customer relations, and excellent
company values. Availing home Centrals services has higher chances that it can diminish the
benefits and trust of the company.
Reasons for in support of answer-
 In-home services, customers usually do not get the best services not from the company hand
but the helpers who prefer choosing for the services. In Stihl's book, customer satisfaction is
the top priority.
 After-sales help can create a problem for the customers because of a lack of knowledge and
experience.
 Sometimes workers can misbehave with the consumers after getting a lot of queries. It can
sometimes be more disturbing and irritating.
 Most of the products are consumer-friendly, and consumers can work with them very
quickly.
 Customers mostly search for the people who are experts in that specific field. Who can guide
them well and correctly for the product?

Concerns which can arise due to avoiding hoe centers-

ANSWER 5-
(A)

No, as per me, total reliance on dealers makes no sense because maybe the use of the same
distribution channels might well fit. If home centers buy-out hardware stores or independent
retailers to reduce competition, it will be a little surprising.

Reason behind my answer:

 The Stihl, whose products perform high, works far better with their dealers who are
independent rather than any performing categories.
 Stihl invests a lot in making their product work to its dealers who help the company grow
well and assist in reforming their stores.
 It also sometimes reaches its highest contribution, which is harder to differentiate with other
competitors present in the market.
 The higher the company will perform, the greater it will earn in the market as a term as
consumers and dealer’s satisfaction, business growth, and better relationships in the market.
 According to the consumer's point of view, they usually opt for the company that briefs about
the product and facilities where they can directly connect with someone instead of searching
for helpers. After finding the one resultant, most of them cannot even explain the solution
adequately.
 Stihl is working very well for their dealers by providing them excellent facilities, which are
less time consuming and so accurate that dealers can work according to that. Like, providing
with daily reports, material, and information helps a lot for the daily analysis.

(B)
Based on the market position of Stihl, they can work as per the requirements coming from the
market. They can make the best use of online marketing.
As online marketing contributes a lot in any business, the Stihl can also opt for one vie
connecting with retailers who do great work in online marketing as it is a digital generation so
the company can earn a lot of profit and sales.
 As they have good relations with the offline dealers who give a big hand in the company's
winning so they can also work in an online platform with the dealers.
 Dealers are reasons for approximately 40% to 50% sales to use it even after staying out from
home centers.
 The online platform will help the company show the product whose sales are not so good in
the traditional market because the customers usually have the undefined need for buying that
product.
 Just like offline retailers and distributors have full knowledge about how they need to sell the
product, as online retailers have an accessible experience of how they can market the product
and what different and unique strategies they can apply for the growth.