Example situation: Our Own Online Store Alongside a Retail Network

Question

“So far we have sold our products through 40 partner stores. We are considering opening our own online store at the same prices. We fear our partners' reaction, but we see customers asking to buy directly. Should we launch it?”

What to question

How much turnover do partners bring today and which are the most important? What do the contracts say about our selling directly? Do we have capacity for delivery and customer support?

How the depth changes

Focused → broader → deepest

Essential · 4 perspectives

Four perspectives quickly separate an opportunity from a conflict: how much turnover partners bring today and how exposed it would be if part shifts…

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Consilium · 9 perspectives

Five additional perspectives question the assumption that customers who buy online would not have bought from partners anyway, model a downside where…

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Grand Consilium · 15 perspectives

Six additional perspectives test the economics of direct sales, a hybrid model (online sales for part of the range or region), terms that protect…

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