But is it harmful, or a natural byproduct of high levels of market coverage and market offerings?
If you have conflict, what strategies do you need to develop to manage the level of conflict and make your channels more productive? QDI conducts research to help clients understand the nature and sources of conflict that exist in their businesses and then helps the client develop an internal consensus around strategies to address the conflict.
Our client was the manufacturer of a breakthrough biotechnology drug. Sales were skyrocketing, and our client’s drug was the fastest growing drug in history at that point in time. But quickly, things began to unravel in the marketplace.
A road construction accessories manufacturer was experiencing a tremendous amount of channel conflict between its distributors. By reducing distribution to 30 distributors who became “full line partners” our client increased total sales.