DISTRIBUTOR-MANAGEMENT5 MIN READ
Walk a Distributor Candidate Decision
Evaluate a distributor candidate using market forces, customer access, and operating fit.
The offer A candidate offers fast coverage and attractive margin. Fast appointment can lock the wrong partner into the wrong market. Market structure check Five Forces for distributor fit Evaluate the market the distributor will operate in, not just the distributor pitch. Forces Buyer power, substitutes, rivalry, entrants, supplier dynamics Appointment based on fit, not only reach. Channel strategy follows market structure. 01 Market 02 Fit 03 Govern Market forces Step 1
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