Channel management : breaking the destructive growth cycle

Subtitle: In a slowing economy, many companies find themselves caught up in a destructive growth cycle characterized by slumping sales, too many dealers, and too little support to the channel. The cycle can be broken. It requires rethinking key supply chain partnerships and then investing to build profitable relationships. The case examples here prove the clear benefits of pruning weak partners and strengthening those that remain.


  • English

Media Info

Subject/Index Terms

  • TRT Terms: Logistics
  • Subject Areas: Freight Transportation;

Filing Info

  • Accession Number: 01140137
  • Record Type: Publication
  • Source Agency: Northwestern University Transportation Library
  • Files: TLIB
  • Created Date: Sep 18 2009 7:56AM