Danger Ahead?
Though increasing in frequency, the threat of direct sales might be less than expected.
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“I do think more suppliers are creating alternate channels of distribution, attempting to not disrupt current channels, but there will be conflicting situations,” said Scott. “Channels evolve based upon necessity. If the suppliers are gaining market share and growing, they will support the channel. If they feel they need more opportunities, it wouldn’t surprise me to see suppliers going direct in certain situations.”
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Michael Cornnell
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