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Working at cross-purposes: how distributors and manufacturers can manage conflict successfully

Author: Marks, Mike ; Horan, Tim ; Emerson, MikeCorporate author:National Association of Wholesaler-Distributors ; Distribution Research and Education FoundationPublisher: National Association of Wholesaler-Distributors, 2006. ; Distribution Research and Education Foundation, 2006.Language: EnglishDescription: 142 p. : Graphs ; 23 cm.ISBN: 0971475288Type of document: BookBibliography/Index: Includes bibliographical references
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HF5415.7 .M375 2006
(Browse shelf)
900187183
Available 900187183
Book Europe Campus
Main Collection
Print HF5415.7 .M375 2006
(Browse shelf)
001209398
Available 001209398
Total holds: 0

Includes bibliographical references

Digitized

Working at Cross-Purposes How Distributors and Manufacturers Can Manage Conflict Successfully Contents Foreword............................................................................................ vii Preface................................................................................................ ix DREF Board of Directors and Officers............................................ xiv Introduction.......................................................................................... 1 Getting Some Answers................................................................... 1 Learning from the Survey Results.................................................. 4 How the Book Is Structured........................................................... 6 Part I: The Foundation--What Happened to Distribution? 1. In the Beginning............................................................................. 11 A Few Basics................................................................................ 11 A Closer Look at the Distributor's Role....................................... 12 Summary....................................................................................... 17 2. What Changed?............................................................... 19 Stages in the Modern History of Wholesale Distribution............ 19 Distributors Respond.................................................................... 23 Summary....................................................................................... 25 Part II: Relationship Economics--It Is All about the Money 3. Where Is the Money?..................................................................... 29 Focusing on Suppliers...................................................................30 Focusing on Distributors.............................................................. 36 Leveraging Channel Power..........................................................42 Summary...................................................................................... 44 4. The Law of Legitimate Cross-Purposes......................................47 What Happened to Shared Prosperity?........................................ 48 Win-Win: A Failed Experiment...................................................49 Some Insights from the DREF Survey Interviews.......................50 The Transition to Legitimate Cross-Purposes............................. 53 The Case of Mixed Blessings.......................................................55 The Case of Market Purity...........................................................56 How to Operate in a World of Legitimate Cross-Purposes......... 57 Loyalty Is an Economic Term......................................................62 Summary...................................................................................... 63 5. The Law of Perpetual Change...................................................... 65 The Early Signs............................................................................ 67 The Case of Death by a Thousand Cuts.......................................68 Ignoring the Signs........................................................................ 69 The Four Common Mistakes........................................................70 The Case of the Unacceptable Business Plan.............................. 72 The Danger of Unintended Consequences...................................73 Summary...................................................................................... 74 Part Ill: Getting It Right--Diagnostics and Action Planning 6. Is the Relationship Dysfunctional?............................................. 81 The Dysfunction Model............................................................... 82 Something Is in the Air................................................................ 83 The Case of Missed Messages..................................................... 88 A Tool for Assessing Relationship Health...................................89 How Close Is Too Close?.............................................................91 Moving from Zone to Zone..........................................................91 The Case of Being Burned Before...............................................95 Summary...................................................................................... 96 7. Assessing the Risks of Change....................................................99 The Internal Economic Discussion............................................. 100 The Case of Better Lucky than Smart........................................ 102 Scenario Planning....................................................................... 103 The Legal Situation.................................................................... 105 The Distributor Contract.............................................................107 Valued Contract Practices.......................................................... 109 The Case of Channel Power over Market Reality...................... 111 Summary..................................................................................... 113 8. The Action Plan............................................................................ 115 Getting Back to Green: Where to Start...................................... 115 The Case of the Second-Class Citizen....................................... 121 Wisdom from Experience........................................................... 122 The Case of Who Is Next?.......................................................... 123 Waking the Sleeping Dog........................................................... 125 Summary..................................................................................... 128 A Call to Action.......................................................................... 128 A Final Message to the Reader................................................... 128 Appendix: DREF Executive Survey................................................ 131 References........................................................................................ 139 About the Authors............................................................................ 141

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