Selecting and motivating intermediaries

Channel partners are frequently criticized by manufacturers because they do not stress a given brand or because their salesman's knowledge of the product is not adequate or because they neglect certain customers. Shortcomings from the manufacturer's point of view may be understandable from the intermediary's viewpoint, since distributors focus on product assortments. Consequently, there is no point in manufacturers developing a mismatch of hastily improvised trade deals, uninspired dealer...