A Distributor's Guide to Product Line Cornucopia
published by I.B.I.S., Inc., a Sonata Software Company
Local and regional distributors are at crossroads when it comes to their products and services. Some of the options are:
- Be a "groundhog" and strive to be the foremost supplier of a narrow line.
- Try to be a "supermarket" to provide one-stop shopping for all customers.
- Focus resources on customized distribution for a small group of very large customers.
This report is about three ways to analyze product lines: market leadership, strategy; private brands and importing.
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