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Articles by Scott Benfield
These five areas of channel conflict stem from changes that, largely, began in the 1990s and just as partnership efforts were reaching their peak.
Value is a much revered concept that is touted by executives but seldom measured.
Three years ago, we presented a proposal for distributor research on the trends and usage of vendor rebates.
The fact that these companies invested millions in their e-commerce efforts and had no clear answer was more than disappointing.
Three years ago, we presented a proposal for distributor research on the trends and usage of vendor rebates. The proposal was received with enthusiasm and the ensuing presentation demonstrated sincere and substantial interest from the distributor panel. However, the proposal didn’t make the final cut as the legal issues were too sensitive.
Today, like the Big Pharma rep, many distributor sellers are being turned away from customers who would rather buy online, sans their services, at a lower cost.