CHAPTER
4
DISTRIBUTORS
A Necessary Partnership
Distributors are expensive, demanding, and absolutely essential. Retailers can’t buy directly from the hundreds of manufacturers of the thousands of products they have in their stores. So buyers at retail chains typically purchase from one or two preferred distributors to service their stores. That way a huge variety of product arrives at each store packed neatly on pallets with a single invoice to be paid for all the different products. Top distributors will also supply retailers with a blanket discount, special deals, preferred service from reps, and lavish treatment at distributor trade shows. ...
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