Channel conflict has existed for as long as their have been channels. Normally, such conflict arises in three specific areas:
Distribution Intensity ' Most manufacturers prefer to have several distributors competing aggressively in the sale of their products while distributors would strongly prefer to have exclusive territories.
Brand Focus ' Manufacturers, of course, are focused exclusively on their own product line while distributors must focus on a mix of products to satisfy the needs of their customer set.
Sales Versus Profit ' For a multiplicity of reasons, manufacturers are heavily oriented towards sales growth and market share. Distributors, in sharp contrast, are much more ...