Matthew Theis

As a leading manufacturer of visual equipment, NEC Technologies, Itasca, Ill., worked with a few hundred distributors and was finding it difficult to meet the needs of all its clients. As a result, NEC decided to divide its clients into two categories—first- and second-tier distributors. The first tier would be comprised of five value-added distributors to whom NEC would sell its products. The second-tier distributors would be smaller clients. NEC decided that the best way to service both levels of distributors was to support the first tier, which would sell to the second tier. The company's plan involved putting together a kit that introduced

More Blogs