Joint Ventures and Alliances
for Worksite Marketing
Worksite marketing is a competitive marketplace.
Distribution remains the scarcest commodity in the market, and
carriers often compete for the same worksite distributors. Part
of the competitive playing field is offering the products that
distributors want and need to sell. But what if you are a carrier
and your distributors want a product that you can't (or won't)
manufacture? Many carriers turn to outsourcing as a means of
providing the needed products.
The Joint Ventures and Alliances
for Worksite Marketing study gathered data from both carriers
and those representing outsource partners. The study explores
the current and potential opportunities from both participants'
perspectives in an attempt to answer a number of questions including:
Why
do companies outsource or joint venture with other companies
for
products?
- What are the critical success factors?
- When do joint ventures
and marketing alliances make sense?
- What are the potential
sources of help?
- Why do companies manufacture for others?
By knowing the answers
to these questions, worksite carriers will be able to determine
how (or if) joint ventures or marketing alliances make sense
for them.
Order Info: Joint Ventures
and Alliances for Worksite Marketing is available for
purchase for just $1,200. To purchase a copy, you can email
Eastbridge at info@eastbridge.com or
call (860) 676-9633. Published 2004.
Table of Contents
1. Executive Summary
A. Study Objectives
B. Methodology
C. About this Report
D. Key Findings
E. Recommendations
2. Joint Ventures
between Carriers*
A. Joint Ventures Defined
B. Why "Outsource" Product
C. Why Manufacture for another
Carrier
D. Prevalence of Joint Ventures
E. Products
F. Nature of the Agreements
G. Terms of the Agreements
H. Reason(s) for Selecting Carrier
I. Due Diligence
J. Product Administration and Billing
K. Producer Compensation and Incentives
L. Advice for those Considering a Joint Venture
3. Other Alliances
and Agreements
A. Other Alliances and Agreements Defined
B. Services Provided
C. Why Use an Outsource Partner
D. The Product Manufacturing
Process
E. Nature of Agreements
F. Disadvantages of Using an
Outsource Partner
G. Ideal Carrier Partner
H. Due Diligence
I. Advice for those Considering Outsourcing
Product Development
4. Appendix
A. Joint Venture/Alliance Tools
1. Initial Screening Review
2. Sample Requirements
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