Скачать или смотреть 21 Managing Distribution Channels: Strategy, Design, and Market Reach

Learn how to design and manage distribution channels to deliver value, drive customer access, and gain a competitive edge. This episode explores distribution as a strategic tool aligned with product, price, brand, and service. It breaks down direct, indirect, and hybrid channel structures, plus the benefits and drawbacks of working with intermediaries. You'll discover how distribution coverage—exclusive, selective, or intensive—impacts brand control and market reach. The episode also covers value-added vs. streamlined channels, channel power dynamics, and how to manage vertical and horizontal conflicts. Finally, it explains how integration strategies—vertical or horizontal—reshape distribution networks for long-term growth.