Enhancing sales productivity of dealer sales channel : Pallet Master Oy
Warnakulasuriya Wadumesthrige, Mahesh (2025)
2025
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2025051913031
https://urn.fi/URN:NBN:fi:amk-2025051913031
Tiivistelmä
This research explores methods to boost dealer sales productivity at Pallet Master Oy which produces pallet dispensers for the European Market. The company depends on external dealers to conduct sales activities and deliver after-sales service and sustain client relationships across its global market operations. The company faces two main problems due to its limited management authority over dealer interactions: it creates both operational threats and weakens customer service performance assessment capabilities.
The research adopts supply chain management approaches alongside channel distribution strategies and Porter’s Value Chain theory to create a strategic operational plan which enhances dealer engagement and sales productivity. The research design used qualitative interviews together with quantitative surveys to obtain data from the dealer network.
The research examined collected data and suggested necessary strategies to improve the dealer channel’s sales productivity. These consist of targeted instruction, efficient incentive schemes, consistent communication, regular performance evaluations, and connecting product offerings to client demands. Additionally, leveraging technology for inventory and supply chain optimization was identified as essential for long-term success.
The research adopts supply chain management approaches alongside channel distribution strategies and Porter’s Value Chain theory to create a strategic operational plan which enhances dealer engagement and sales productivity. The research design used qualitative interviews together with quantitative surveys to obtain data from the dealer network.
The research examined collected data and suggested necessary strategies to improve the dealer channel’s sales productivity. These consist of targeted instruction, efficient incentive schemes, consistent communication, regular performance evaluations, and connecting product offerings to client demands. Additionally, leveraging technology for inventory and supply chain optimization was identified as essential for long-term success.