Exiting a distribution relationship is often a very painful process, resulting in lengthy disputes, lawsuits and reputation damage. Diminish your exposure to this pain by anticipating a channel transition well ahead of time, allowing you to signal to distributors that change is coming. Identify your position on a 4 stage channel maturity path and consider reviewing your channel strategy annually. Learn how leading multinationals are anticipating channel transitions in this podcast from Dan Kornfield, FSG’s Director of Strategic Research.
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