Many industrial marketers are trying to make the transition from selling products to providing customers total solutions. As many have found out, this is a daunting task.
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To develop insight about your channel strategy, you must understand the market and your organization. Understanding the market will enable you to direct your channel strategy.
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Distribution strategy is not easy. Suppliers struggle with it. Efforts to insure that brands are available to end users when & where they want to buy mean that product distribution is a critical element in a brand’s success or failure.
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As suppliers, both distributors and manufacturers frequently use the term “partner” when describing their relationship with their channels or customers. The reality is that a good percentage of partnerships have sunken to the point where each party is preoccupied with fulfilling his own self-serving ends.
Whitepapers – The Chase for Higher Value
/0 Comments/in Whitepapers /by grahamoMany industrial marketers are trying to make the transition from selling products to providing customers total solutions. As many have found out, this is a daunting task.
Whitepapers – Insight: Building the Knowledge to Drive Channel Change
/0 Comments/in Whitepapers /by grahamoTo develop insight about your channel strategy, you must understand the market and your organization. Understanding the market will enable you to direct your channel strategy.
Whitepapers – A Primer for Manufacturers & Distributors
/0 Comments/in Whitepapers /by grahamoDistribution strategy is not easy. Suppliers struggle with it. Efforts to insure that brands are available to end users when & where they want to buy mean that product distribution is a critical element in a brand’s success or failure.
Whitepapers – Measuring the Supplier Relationship
/0 Comments/in Whitepapers /by grahamoAs suppliers, both distributors and manufacturers frequently use the term “partner” when describing their relationship with their channels or customers. The reality is that a good percentage of partnerships have sunken to the point where each party is preoccupied with fulfilling his own self-serving ends.