from the BRAND side

The sixth in a series on appointing and managing distribution partners, written from the brand side of the table.Bad-debt stories usually get told as stories about a bad partner. Mine is not one of those, and I think that is why it is worth telling.Nothing was going wrong when this started. It was one of our strongest markets, the business was growing, and the biggest annual sales event of that ..

Most brands negotiate a distribution agreement as if the supply price were the decision. It isn't. Supply price is a single number that both sides model correctly and argue about honestly.The line that actually determines your first two years is the one both sides tend to leave vague: who funds the market, in what proportion, and against what.I have sat on the brand side of that table for a long..

The fifth in a series on appointing and managing distribution partners, written from the brand side of the table.Two markets. The same decision in both: stop selling through importers and run the brand through a local entity.One of them collapsed. Two and a half years after launch the market operation was wound down. The other started from an inherited loss so large that leadership had already d..