Working with a unique distribution channel: contractor-dealers
Article Abstract:
Manufacturers should create special strategies and tactics to accommodate contractor-dealers. Unlike conventional dealers who sell and service products, contractor-dealers are often the primary users and specifiers of suppliers' products; therefore, they perform roles that are typically assumed by end-customers in more traditional distribution channels. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1988
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Selecting sales and distribution channels
Article Abstract:
The authors provide three major criteria for evaluating marketing channels. They assert that each channel choice involves some trade-off among the three criteria - almost no channel ever fits a manufacturer perfectly. Two examples are provided in some detail. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1987
User Contributions:
Comment about this article or add new information about this topic:
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