FRIDAYS WITH FRANK: OEMs' Strategies for Multiple Distribution Outlets Revisited

In this week's episode of FRIDAYS WITH FRANK, Frank G. Cannata, founder of The Cannata Report, revisits a topic discussed in the August 9th FRIDAYS WITH FRANK about OEM's strategies for multiple distribution outlets in the same geographic territory. Cannata response to a question from an office technology dealer was the focus of the 8/9/24 video. According to the office technology dealer who asked the question, there doesn't seem to be a clear message, even though he is being told by his OEM that it is based on dealer market share. Cannata offers an in-depth follow-up to the topic of the OEM strategies and delves into protected territory strategies, emphasizing the impact of the COVID pandemic to OEMs, independent dealers and the office technology dealer as a whole. According to Cannata, the concept of protected territories is on the line as the manufacturers are working to recover the losses while dealers are working to maintain exclusivity and protect their business. Cannata suggests that office technology dealers contact Robert Goldberg who has served as the chief legal counsel of the Business Technology Association. He also shares advice for dealers when negotiating with their OEMs about their protected territory and product exclusivity.

The Cannata Report is the leading intelligence resource for the document imaging channel in the office technology industry, covering a range of topics, including managed IT solutions, managed print services, digital transformation, cybersecurity, cloud communications, network security, production print, services and supplies, vendor finance, mergers and acquisitions, and more. Written specifically for the independent dealer channel, The Cannata Report, founded in 1982, has an audience that includes business leaders in the office technology industry's hardware, software, IT, leasing, and supplies segments.

Visit The Cannata Report at www.thecannatareport.com for the latest news about office technology.

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