Permanent Whitewater

Throughout my career, it seems I’ve been engaged in continuous change. Whether it was developing a new channel model; helping market partners understand new ways of selling; or participating in the pioneering of a new program, product, or industry. I like to say that “the smooth waters are behind us and there’s nothing ahead but permanent whitewater.” We all have […]

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Why Do Manufacturers Use Distribution? Really…why?

As you may have heard me say before, manufacturers choose to use distribution for 4 primary reasons: 1) The distributor’s knowledge of the market. 2) The execution of market and channel plans to get product to market thoroughly and efficiently. 3) Access to customers known by the distributor–where relationships flourish and penetration is deep. 4) The volume of business a distributor can deliver to a manufacturer. But let’s […]

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