Business Quote by Victor Cheng
““What Are Each Segment’s Distribution Channel Preferences? A distribution channel, or sales channel, is a company’s means of reaching and selling to customers. For example, websites and mail-order catalogs are distribution channels. Selling through a reseller such as Walmart is another, as is having a sales force that visits clients in person. Different segments of customers prefer to buy through different distribution channels. A client sometimes wants to serve a particular customer segment, but the client’s primary distribution channel is one that customers in that segment refuse to use. This conflict needs to be resolved in order for the client to have an effective strategy.””
About This Quote
Source Article: "Distribution Channel Preferences" by Victor Cheng, 2015
Understanding that each customer segment prefers specific buying methods, and aligning a company's sales approach accordingly, is essential for effective strategy.
In simple terms: Match sales channels to customer segment preferences.
Key Takeaway
Align channels with segment needs.
Themes
marketing
strategy
customer segmentation
Mood
analytical
strategic
Type
insightful
practical
When to use this quote
- product launch
- B2B sales
- retail planning
- e‑commerce strategy
Key Concepts
channel preference
segment analysis
conflict resolution
Questions to Reflect On
- How can you identify the best channel for each segment?
- What compromises are acceptable when channels conflict?
A Different Perspective
If a preferred channel is unavailable, alternative methods may dilute brand experience.
![“With more [distribution] channels, it's important to have 'must-have' content and brands that cut through the clutter.” quote by Thomas O Staggs](https://sms4smile.com/quotes/img-quotes/183/thomas-o-staggs-180140_brands_with-more-distribution-channels-it-s-imp_2599443.jpg)
![“[S]ometimes, when you are a food person, the possible irrelevance of what you are doing doesn’t cross your mind until it’s too late. (Once, for example, when I was just starting out in the food business, I was hired by the caper people to develop a lot of recipes using capers, and it was weeks of…” quote by Nora Ephron](https://sms4smile.com/quotes/img-quotes/d79/nora-ephron-1217_business_s-ometimes-when-you-are-a-food-person-th_980.jpg)
![“If the State does not acquire supremacy over [vast private] enterprises, it becomes their puppet, and they become the real State.” quote by Bertrand Russell](https://sms4smile.com/quotes/img-quotes/bad/bertrand-russell-69_acquire_if-the-state-does-not-acquire-supremacy_1379.jpg)