Archive for category: Sales Channels

More Sales Channels, More Sales

Dave Clark, founder of a leading manufacturer of industrial blinds and awnings, had always sold through a dedicated network of distribution representatives. However, his son, who had recently joined the firm, was hearing from some of their best customers that they would prefer to buy direct. Not only did the customers hope to save money, but many felt they were more knowledgeable about what they wanted than Clark’s manufacturing representatives. Channel conflict! More and more business Read More...

Dave Clark, founder of a leading manufacturer of industrial blinds and awnings, had always sold through a dedicated network of distribution representatives. However, his son, who had recently joined the firm, was hearing from some of their best customers that they would prefer to buy direct. Not only did the customers hope to save money, but many felt they were more knowledgeable about what they wanted than Clark’s manufacturing representatives. Channel conflict! More and more business Read More...

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