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.)

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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.)

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Gearing manufacturer support programs to distributors

Article Abstract:

The article describes three ways to support distributors. It proposes a program of core supports for all distributors and three types of add-on supports that distributors could choose to fit their particular needs. (Reprinted by permission of the publisher.)

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