CABA Information Series

IS-2007-33: Not Business as Usual: Changing Channels in Consumer Electronics

This paper by IBM offers manufacturers strategies for improving margins in the consumer electronics sector by being more active in managing the sales channel and dealing with retailers. Manufacturers are advised to focus on customer-relations management. Also, they should improve the supply chain to large retailers. Other recommendations include global integration, managing small retailers, and enhanced branding.
















(Adobe PDF File)