from the BRAND side

The fourth in a series on appointing and managing distribution partners, written from the brand side of the table.Two markets. The same brand. The same period. The same argument about price.In one, we asked the partner for an increase and the business ended. In the other, the partner asked us for a decrease, we refused, and the business is still running and performing well.Nothing about the nego..

The third in a series on appointing and managing distribution partners, written from the brand side of the table.The question usually arrives as a binary. Online or offline? Cross-border or local entity? Marketplace or distributor?It is not a binary. It is a question of sequence, and getting the sequence right is worth more than getting the channel right.Go in light. Wait until the market answer..

The second in a series on appointing and managing distribution partners, written from the brand side of the table.The request always comes, and it almost always comes early — often in the first serious meeting, before either side has proved anything to the other.We'll need exclusivity.It is a reasonable request. It is also the single term in a distribution agreement that is hardest to reverse, a..