Who Does What

The number of levels you add to your route to market will dictate responsibilities, as shown in Table 15-4.

Table 15-4 Roles in the Development Models

Area

Direct

Two-Tier

Three-Tier

Product Development

Producer

Producer

Producer

Export versions

Producer

Producer/distributor

Producer/distributor

National Marketing

Producer

Producer

Producer

Local promotions

Producer

Dealer

Distributor

Distributor Support

Producer

Dealer Support

Producer

Producer/distributor

End User Support

Producer

Dealer

Dealer

Manage Distributor

Producer

Manage Dealer

Producer

Distributor

Regional Sales Management

Producer

Producer

Distributor

Local Sales Management

Producer

Dealer

Dealer

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