Channel Management

Discussions of distribution channels are most often heard in connection with consumer goods, yet it would be a serious omission to overlook the fact that industrial products must equally find their way to the eventual user. This chapter is therefore concerned with the peculiar problems of industrial distribution. The main channels are described and an assessment is made of the advantages and disadvantages of each. The chapter also considers, inter alia, how to choose a channel, physical distribution, and overall distribution effectiveness.