from the BRAND side

Why enforcement keeps failing, and what is actually left when the calendar is not yours to moveThe call does not sound like a complaint at first.Your distributor tells you that your product is showing up on marketplaces in their market, below the official price they set with you. Same product. Same packaging. Nobody broke the contract.What they asked me for, the time this mattered most, was a re..

Every brand with more than a handful of markets ranks them. Revenue goes into a column, the column gets sorted, and attention follows the sort. That is not a failure of management. It is management.The failure is what happens at the bottom of the list. A market small enough to skip is also small enough to forget, and the gap between "deprioritised" and "neglected" is not marked anywhere. You cro..

A distribution business can look healthy for a surprisingly long time while nothing is being sold.Shipments go out. Invoices get paid. The revenue line in your regional P&L grows. Then somewhere in the second year the reorders stop, and you discover the partner has been sitting on most of what you shipped since launch. Nobody lied. You were just reading the wrong number.Sell-in, sell-out, sell-t..