Insights

/ Strategy for Manufacturers /

/ Strategy for Distributors /

/ Wholesale Distribution and Supply Chain /

/ Healthcare and Pharmaceuticals /

/ Construction and Industrial /

Manage Consolidation in the Distribution Channel
by Adam J. Fein and Sandy Jap
Published in Sloan Management Review

In some industries, consolidation has replaced a glut of small "mom and pop" legacy distributors with a few professionally managed, publicly traded corporations with national scope. These distributors often win by building stronger economic models and carving out segments and categories to dominate. This article explains the four strategic options for manufacturers when facing the dynamics of consolidating channels.

Click here to request a free hardcopy reprint of the article. 
(Please include your physical mailing address.)

Click here to purchase the article from Sloan Management Review.