Re-Purposing the Distributor Relationship
Manufacturers typically partner with distributors to increase sales by expanding market coverage. Distributors benefit from the relationship by utilizing an additional product line to increase sales through market share growth. As a result, the working relationship between manufacturer and distributor can often become defined by sales quotas. This model works well as long as demand and market share continue to increase; the level of trust and commitment in the relationship remains acceptable as both parties …
